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  • March 2007 (Revised October 2007)
  • Module Note

Negotiating Effectively in Family Business Systems

By: Deepak Malhotra and John A. Davis
Explores how families in business can apply five principles of negotiation that are used effectively by non-family members. The distinctive characteristics of family relationships and of family business systems--which affect the use of these principles--are described. View Details
Keywords: Family Business; Negotiation; Family Ownership
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  • 2017
  • Article

Handgun Waiting Periods Reduce Gun Deaths

By: Michael Luca, Deepak Malhotra and Christopher Poliquin
Handgun waiting periods are laws that impose a delay between the initiation of a purchase and final acquisition of a firearm. We show that waiting periods, which create a “cooling off” period among buyers, significantly reduce the incidence of gun violence. We estimate... View Details
Keywords: Gun Policy; Gun Violence; Waiting Period; Injury Prevention; Policy; Safety; Governing Rules, Regulations, and Reforms; United States
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  • April 2014
  • Article

15 Rules for Negotiating a Job Offer

By: Deepak Malhotra
The author, a professor of negotiation at Harvard Business School, offers specific pieces of advice for job candidates: Don't underestimate the importance of likability. Help prospective employers understand why you deserve what you're requesting. Make it clear that... View Details
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  • January 2005 (Revised August 2014)
  • Exercise

Hamilton Real Estate: Confidential Role Information for the CEO of Estate One (BUYER)

By: Deepak Malhotra
Presents a two-party negotiation between the executive VP of Pearl Investments and the CEO of Estate One for the sale of real estate in the town of Hamilton. View Details
Keywords: Ethics; Price; Information; Contracts; Managerial Roles; Agreements and Arrangements; Sales; Strategy; Value; Real Estate Industry
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  • August 2007
  • Column

Pitch Your Offer—and Close the Deal

By: Deepak Malhotra and Max H. Bazerman
The article offers several strategies on how to be a good negotiator and decision maker for business developments. The strategies that are presented were an extract from the book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the... View Details
Keywords: Decision Making; Negotiation; Negotiation Offer; Negotiation Tactics; Strategy
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  • Research Summary

Negotiation

By: Deepak Malhotra
A large part of my work focuses on negotiation, dealmaking and conflict resolution. My latest book is Negotiating the Impossible: How to Break Deadlocks... View Details
  • January 2020
  • Article

The Impact of Mass Shootings on Gun Policy

By: Michael Luca, Deepak Malhotra and Christopher Poliquin
There have been dozens of high-profile mass shootings in recent decades. This paper presents three main findings about the impact of mass shootings on gun policy. First, mass shootings evoke large policy responses. A single mass shooting leads to a 15% increase in the... View Details
Keywords: Gun Violence; Gun Policy; Crime and Corruption; Governance; Policy; United States
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  • 05 Mar 2013
  • First Look

First Look: March 5

Michael T. Braun, and Deepak Malhotra Publication:Discourse Processes Abstract The study used Linguistic Inquiry and Word Count and Coh-Metrix software to examine linguistic differences with deception in an... View Details
Keywords: Sean Silverthorne
  • Article

(When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior

By: Deepak Malhotra
Prior research has found mixed evidence for the long-theorized link between religiosity and pro-social behavior. To help overcome this divergence, we hypothesize that pro-social behavior is linked not to religiosity per se, but rather to the salience of religion and... View Details
Keywords: Philanthropy and Charitable Giving; Auctions; Bids and Bidding; Religion; Behavior; Societal Protocols
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  • 2007
  • Book

Negotiation Genius

By: Deepak Malhotra and M. H. Bazerman
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out... View Details
Keywords: Experience and Expertise; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Behavior
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  • July 2008 (Revised November 2012)
  • Case

Negotiating Equity Splits at UpDown

By: Noam Wasserman and Deepak Malhotra
Michael Reich is having severe doubts about how he split the equity with his co-founders two months ago, when they completed a one-page "November Agreement." Since then, Michael has found an angel investor and has worked non-stop on the business, while one co-founder... View Details
Keywords: Business Startups; Entrepreneurship; Capital; Venture Capital; Equity; Compensation and Benefits; Negotiation; Partners and Partnerships
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  • August 5, 2016
  • Article

A Definitive Guide to the Brexit Negotiations

By: Deepak Malhotra
In this article I offer an analysis of the negotiation landscape facing UK and EU negotiators, along with advice on how they might navigate the "Brexit" process more effectively. For the record, I have not (at the time of this writing) been asked by either side to... View Details
Keywords: Negotiation; Economics; United Kingdom; European Union
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  • February 2018
  • Article

Patent Publication and the Market for Ideas

By: Deepak Hegde and Hong Luo
In this paper, we study the effect of invention disclosure through patent publication on the market for ideas. We do so by analyzing the effects of the American Inventor's Protection Act of 1999 (AIPA)—which required U.S. patent applications to be published 18 months... View Details
Keywords: Licensing; Patent Publication; Invention Disclosure; Patents; Information Publishing; Innovation and Invention; Knowledge Dissemination
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  • 2016
  • Working Paper

Patent Publication and the Market for Ideas

By: Deepak Hegde and Hong Luo
In this paper, we study the effect of invention disclosure through patent publication on the market for ideas. We do so by analyzing the effects of the American Inventor's Protection Act of 1999 (AIPA)—which required US patent applications to be published 18 months... View Details
Keywords: Patents; Biotechnology Industry
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  • June 2017
  • Article

A Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer

By: Behfar Ehdaie, Melissa Assel, Nicole Benfante, Deepak Malhotra and Andrew Vickers
A systematic approach to counseling—using appropriate framing techniques derived from principles studied by negotiation scholars—can be taught to physicians in a one-hour lecture. We found evidence that even this minimal intervention can decrease overtreatment of... View Details
Keywords: Health Care and Treatment; Health Disorders; Service Delivery; Negotiation; Health Industry
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  • 2017
  • Working Paper

What Is a Patent Worth? Evidence from the U.S. Patent 'Lottery'

By: Joan Farre-Mensa, Deepak Hegde and Alexander Ljungqvist
We provide evidence on the value of patents to start-ups by leveraging the random assignment of applications to examiners with different propensities to grant patents. Using unique data on all first-time applications filed at the U.S. Patent Office since 2001, we find... View Details
Keywords: Patents; Business Startups; Innovation and Invention
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  • 12 Nov 2013
  • First Look

First Look: November 12

link: http://francescagino.com/#/judgment_research   Working Papers When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra Abstract—Do higher... View Details
Keywords: Sean Silverthorne
  • 2016
  • Working Paper

Delaying Firearm Purchases Reduces Gun Violence

By: Michael Luca, Deepak Malhotra and Christopher Poliquin
Handgun waiting periods are laws that impose a two to seven-day delay between the purchase and delivery of a firearm. While states might institute waiting periods for different reasons (e.g., to allow for background checks), these delays also create a “cooling off”... View Details
Keywords: Government Legislation; Safety; Rights; Laws and Statutes; United States
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  • 13 Oct 2010
  • First Look

First Look: October 13, 2010

Management Series. Oxford University Press, 2010 An abstract is unavailable at this time. Purchase the Book: http://ukcatalogue.oup.com/product/9780199552863.do Shadow of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution Authors:Fabrice Lumineau... View Details
Keywords: Sean Silverthorne
  • May 2008
  • Article

When Winning Is Everything

By: Deepak Malhotra, Gillian Ku and J. Keith Murnighan
In the heat of competition, executives can easily become obsessed with beating their rivals. This adrenaline-fueled emotional state, which the authors call competitive arousal, often leads to bad decisions. Managers can minimize the potential for competitive arousal... View Details
Keywords: Decision Choices and Conditions; Auctions; Bids and Bidding; Behavior; Emotions; Personal Characteristics; Competitive Strategy; Competitive Advantage
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