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  • 17 May 2016
  • First Look

May 17, 2016

political economy. This book highlights the parallels between issues discussed by Serra and modern political and scholarly consciousness and illustrates the importance and influences of historical debate in modern economic thinking.... View Details
Keywords: Sean Silverthorne
  • 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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  • Article

Celebrating the Work of Keith Murnighan

By: Donald E. Conlon, Max Bazerman, Deepak Malhotra and Madan M. Pillutla
In this tribute, four scholars highlight research published during the career of 2015 International Association for Conflict Management Lifetime Achievement Award Winner Keith Murnighan. In the four sections of the paper, each scholar highlights one of Keith’s... View Details
Keywords: Conflict Management
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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
  • 08 Apr 2014
  • First Look

First Look: April 8

  Publications August 2013 Journal of Consumer Research Brand Tourists: How Non-Core Users Enhance the Brand Image by Eliciting Pride By: Bellezza, Silvia, and Anat Keinan Abstract—This research examines how core consumers of selective... View Details
Keywords: Sean Silverthorne
  • 20 Apr 2010
  • First Look

First Look: April 20

works published on their economic history. (When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior Author: Deepak Malhotra Publication: Judgment and Decision... View Details
Keywords: Martha Lagace
  • 05 Sep 2007
  • First Look

First Look: September 5, 2007

  Working PapersDesigning a Two-Sided Platform: When to Increase Search Costs? Authors:Andrei Hagiu and Bruno Jullien Abstract We propose a model for analyzing an intermediary's incentives to increase the search costs incurred by... View Details
Keywords: Martha Lagace
  • 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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  • 05 Feb 2008
  • First Look

First Look: February 5, 2008

Brazilian companies studied it seems like the concentration of control was significantly lower before 1910 than what it is today. Download the paper: http://www.hbs.edu/research/pdf/08-053.pdf Unconventional Insights for Managing Stakeholder Trust Authors:Michael... View Details
Keywords: Martha Lagace
  • 20 Sep 2011
  • First Look

First Look: September 20

more likely to involve collaboration across locations, particularly with inventors from the firm's primary R&D site. Our results suggest that R&D dynamics in clusters are heavily influenced by multi-location firms with innovative... View Details
Keywords: Sean Silverthorne
  • 13 Sep 2011
  • First Look

First Look: September 13

Different Stakeholders? Authors:Michael Pirson and Deepak Malhotra Publication:Organization Science 22, no. 4 (2011) Abstract Prior research on organizational trust has not rigorously examined the context... View Details
Keywords: Sean Silverthorne
  • 15 Dec 2015
  • First Look

December 15, 2015

and bargaining tactics. Harvard Business School professor Deepak Malhotra advises negotiators to resolve process before substance, set expectations, map out the negotiation space, and control the frame.... View Details
Keywords: Carmen Nobel
  • 21 Sep 2010
  • First Look

First Look: September 21, 2010

Conflict: The Effects of Contract Structure Authors:Deepak Malhotra and Fabrice Lumineau Publication:Academy of Management Journal (in press) Abstract Leveraging a longitudinal dataset concerning 102 inter-firm disputes, we evaluate the... View Details
Keywords: Sean Silverthorne
  • 09 Aug 2011
  • First Look

First Look: August 9

right questions—and work through the answers in ways that are right for you. By asking these questions, you can craft new strategies for staying on top of your game. Read the paper:... View Details
Keywords: Sean Silverthorne
  • 09 Dec 2014
  • First Look

First Look: December 9

performance of hybrid organizations that pursue a social mission, and sustain their operations through commercial activities, by studying work integration social enterprises (WISEs). We argue that social imprinting and economic... View Details
Keywords: Sean Silverthorne
  • 05 Dec 2017
  • First Look

First Look at New Research and Ideas, December 5, 2017

definition that extends the concept beyond the traditional binary retain/not retain view of retention. We discuss a variety of metrics to measure and monitor retention. We present an integrated framework for managing retention that leverages emerging opportunities... View Details
Keywords: Sean Silverthorne
  • Article

The Pursuit of Power Corrupts: How Investing in Outside Options Motivates Opportunism in Relationships

By: D. Malhotra and F. Gino
Across three laboratory studies, this paper illustrates how a common strategic decision aimed at increasing one's own power—investing in outside options—can lead to opportunistic behavior in exchange relationships. We show that the extent to which individuals have... View Details
Keywords: Crime and Corruption; Motivation and Incentives; Opportunities; Relationships
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  • 2 Sep 2021
  • Interview

Amy Edmondson

By: Amy C. Edmondson and Deepak Jayaraman
Amy C. Edmondson is the Novartis Professor of Leadership and Management at the Harvard Business School. Amy has been recognized by the biannual Thinkers50 global ranking of management thinkers since 2011, and most recently was ranked #3 in 2019. She studies teaming,... View Details
Keywords: Psychological Safety; Organizational Culture; Communication; Performance Effectiveness
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  • 08 Oct 2013
  • First Look

First Look: October 8

http://ssrn.com/abstract=2332106 It's Not the Size of the Gift; It's How You Present It: New Evidence on Gift Exchange from a Field Experiment By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra... View Details
Keywords: Sean Silverthorne
  • 08 Jul 2014
  • First Look

First Look: July 8

attracting and retaining more profitable customers over time. Download working paper: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1759545 When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael Luca, and View Details
Keywords: Carmen Nobel

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