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  • 2012
  • Article

Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths

By: Lyn M. Van Swol, Michael T. Braun and Deepak Malhotra
The study used Linguistic Inquiry and Word Count and Coh-Metrix software to examine linguistic differences with deception in an ultimatum game. In the game, the Allocator was given an amount of money to divide with the Receiver. The Receiver did not know the precise... View Details
Keywords: Communication Intention and Meaning; Cognition and Thinking
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  • 12 May 2016
  • Research & Ideas

When Mass Shootings Lead to Looser Gun Restrictions

In states with Republican-controlled legislatures, mass shootings lead to a significant increase in the number of laws that loosen gun restrictions. That’s one of several key findings in the study “The Impact of Mass Shootings on Gun Policy,” co-authored View Details
Keywords: by Carmen Nobel
  • Research Summary

Risk, Trust and Escalation Behavior of Owner Managers

By: Cynthia A. Montgomery
Professor Montgomery and Professor Deepak Malhotra (HBS), together with scientists from Harvard's Program on Evolutionary Dynamics, are studying risk-related decision making of owner managers in newly-founded and established companies.  This experimental... View Details
  • December 2015
  • Article

Control the Negotiation Before It Begins

By: Deepak Malhotra
Countless books and articles offer advice on avoiding missteps at the bargaining table. But some of the costliest mistakes take place before negotiators sit down to discuss the substance of the deal. That's because they often take for granted that if they bring a lot... View Details
Keywords: Negotiation Preparation
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  • 06 May 2008
  • First Look

First Look: May 6, 2008

handset business made up increasingly large shares of its operations. In early 2008, on the strength of sky-rocketing sales in those areas and by resurgent sales of Macintosh products, Apple's revenues and its stock price reached record... View Details
Keywords: Martha Lagace
  • 09 Sep 2009
  • First Look

First Look: September 9

hospital, we find support for our hypotheses. Our findings suggest that frontline workers' participation in problem solving is motivated by some inherent characteristics of the problems as well as by... View Details
Keywords: Martha Lagace
  • 05 Jun 2009
  • What Do You Think?

What Does Slower Economic Growth Really Mean?

Summing Up If not useful growth, what are we measuring? And why? This column does not thrive on general agreement. And this past month discussants came close to general agreement on the proposition that economic growth is not measured properly View Details
Keywords: by Jim Heskett; Financial Services; Construction; Real Estate
  • 12 May 2009
  • First Look

First Look: May 12, 2009

(Studies 3 and 4), we find that dishonest behavior increased moral disengagement and motivated forgetting of moral rules. Such changes did not occur in the case of honest behavior or consideration of the behavior of others. In addition, increasing moral saliency View Details
Keywords: Martha Lagace
  • 17 Feb 2022
  • Book

When Employees Feel a Sense of Purpose, Companies Succeed

success by focusing on delivering not only for their shareholders and customers but also for their employees, communities, and the environment. In the video below, I speak with Deepak Chopra, clinical... View Details
Keywords: by Ranjay Gulati
  • 27 Nov 2006
  • What Do You Think?

What’s to Be Done About Performance Reviews?

example, argued that the "purpose of reviews should be to drive better business results for the organization making sure that the daily efforts of employees directly contribute to both their team's goals and the goals of the organization." In contrast, View Details
Keywords: by Jim Heskett
  • 03 Oct 2005
  • What Do You Think?

What’s the Future of Globally Organized Labor?

gain momentum once the labor groups' revolutionaries ensure the establishment of a work ethic and collective thinking rather than just focusing on short-term needs," according to Hujaj Ali Nawaz Khan. Deepak Alse points out that,... View Details
Keywords: by James Heskett
  • 01 Jun 2007
  • What Do You Think?

How Should Pay Be Linked to Performance?

for shareholders. However, there is a sense, expressed by John Ippolito, that there is a lack of perception in boards of directors of "what constitutes 'creating value' in the enterprise many boards are too ready to turn over the... View Details
Keywords: by Jim Heskett
  • 11 Oct 2006
  • What Do You Think?

How Do We Respond to the “Dependency Ratio” Dilemma?

for all to work forever" to Deepak Alse's, "Do not retire employees; treat them as part of an extended family where their services may be required." The timeliness of the issue was emphasized View Details
Keywords: by Jim Heskett
  • 30 Dec 2013
  • Research & Ideas

Most Popular Articles of 2013

Most Popular Articles 2013 How to Spot a Liar Key linguistic cues can help reveal dishonesty during business negotiations, whether it's a flat-out lie or a deliberate omission of key information, according to research by Lyn M. Van Swol,... View Details
Keywords: by Staff
  • 02 Jan 2008
  • Research & Ideas

Most Popular Stories 2007

more so when your uncle, mother, or daughter is your business partner. Harvard Business School's John A. Davis and Deepak Malhotra outline 5 ways to analyze and improve dealmaking and dispute resolution... View Details
Keywords: by Sean Silverthorne
  • 02 Jan 2007
  • Research & Ideas

Most Popular Articles of 2006

Trust Your Gut Most of us trust our intuition more than we should, especially when the pressure is on in negotiations. Professors Max Bazerman and Deepak Malhotra on negotiating more rationally. From... View Details
Keywords: by Sean Silverthorne
  • 17 Sep 2014
  • Sharpening Your Skills

Sharpen Your Negotiation Skills

indicators of negotiators' social motives. Francesca Gino, Michael I. Norton, and colleagues. Picking Up An Opponent's 'tell' How to Spot a Liar Key linguistic cues can help reveal dishonesty during business negotiations, whether it's a flat-out lie or a deliberate... View Details
Keywords: by Sean Silverthorne
  • 10 Sep 2012
  • HBS Case

HBS Cases: Branding Yoga

positions taken by a number of people. It wasn't just a descriptive story." “There are two elements of brand authenticity, and they appeal to two different sorts of people” Deshpandé decided that the business of yoga would make a... View Details
Keywords: by Kim Girard; Entertainment & Recreation
  • 07 Mar 2005
  • What Do You Think?

Should Business Management Be Regarded as a Profession?

this way: "It is hard for me to imagine that certification by itself would have a significant impact on a CEO's ethics...The real problem is the ability of CEOs to be CEOs." John Anderson commented that "Let's not assume... View Details
Keywords: by James Heskett
  • 06 Jul 2009
  • What Do You Think?

Are You Ready to Manage in an Irrational World?

proved that each generation perceives its actions as rational but to (the) next it may appear irrational. This is the path to growth and development of civilization." Frances Pratt said, "What is normal and rational is framed by... View Details
Keywords: by Jim Heskett

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