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  • February 2006 (Revised March 2006)
  • Case

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (A)

By: Deepak Malhotra and Maly Hout
On September 15, 2004, the existing collective bargaining agreement (CBA) between the National Hockey League (NHL) and the National Hockey League Players' Association (NHLPA) expired. Because the two sides had failed to negotiate a new CBA by that date, NHL... View Details
Keywords: Negotiation Tactics; Negotiation Participants; Trust; Sports; Compensation and Benefits; Sports Industry; United States
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  • February 2006 (Revised March 2006)
  • Supplement

Negotiating on Thin Ice: The 2004-2005 NHL Dispute (B)

By: Deepak Malhotra and Maly Hout
Keywords: Negotiation; Compensation and Benefits; Sports; Sports Industry
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  • Article

Is Your Counterpart Irrational...Really?

By: Deepak Malhotra
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  • Column

It's Not Intuitive: Strategies for Negotiating More Rationally

By: M. H. Bazerman and Deepak Malhotra
Keywords: Negotiation; Strategy; Cognition and Thinking
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  • Article

The Fine Art of Making Concessions

By: Deepak Malhotra
Keywords: Negotiation
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  • December 2005
  • Article

Peace Workshops in Protracted Conflicts: A Study of Long-Term Effects

By: Deepak Malhotra and Sumanisiri Liyanage
Keywords: Conflict and Resolution
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  • March 2005
  • Article

Making Threats Credible

By: Deepak Malhotra
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  • March 2005
  • Article

Towards a Competitive Arousal Model of Decision Making: A Study of Auction Fever in Live and Internet Auctions

By: Gillian Ku, Deepak Malhotra and J. Keith Murnighan
Keywords: Competition; Decision Making; Auctions; Online Technology
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  • 2000
  • Chapter

Normal Acts of Irrational Trust: Motivated Attributions and the Trust Development Process

By: Mark J. Weber, Deepak Malhotra and J. Keith Murnighan
Keywords: Trust; Motivation and Incentives; Attitudes
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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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  • January 2005
  • Exercise

Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER)

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; Strategy; Value; Real Estate Industry
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  • Article

Make Your Weak Position Strong

By: Deepak Malhotra
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  • August 2004
  • Article

Accept or Reject?

By: Deepak Malhotra
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  • July 2004
  • Article

Trust and Reciprocity Decisions: The Differing Perspectives of Trustors and Trusted Parties

By: Deepak Malhotra
Keywords: Trust; Decision Making; Perspective
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  • May 2004
  • Article

Smart Alternatives to Lying in Negotiation

By: Deepak Malhotra
Keywords: Negotiation
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  • 2004
  • Chapter

Paradoxes of Trust: Empirical and Theoretical Departures from a Traditional Model

By: J. Keith Murnighan, Deepak Malhotra and J. Mark Weber
Keywords: Trust; Mathematical Methods
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  • February 2004
  • Article

Risky Business: Trust in Negotiation

By: Deepak Malhotra
Keywords: Trust; Negotiation
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  • Article

Will You Negotiate or Litigate?

By: Deepak Malhotra
Keywords: Negotiation; Lawsuits and Litigation
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  • September 2003
  • Article

Attributions of Trust and the Calculus of Reciprocity

By: Madan M. Pillutla, Deepak Malhotra and J. Keith Murnighan
Keywords: Trust
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  • September 2002
  • Article

The Effects of Contracts on Interpersonal Trust

By: Deepak Malhotra and J. Keith Murnighan
Keywords: Contracts; Trust
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