Publications

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And, to top it off, you have little power or other resources... View Details

Keywords: Dealmaking; Diplomacy; Conflict; Dispute Resolution; Strategy; Conflict Management; Negotiation

July 2021 (Revised October 2021)
Case

Trouble at Basecamp: Managing Politics, Polarization, and Conflict in the Workplace (A)

By: Nour Kteily, Deepak Malhotra and David Lane

As founders of the software company Basecamp, Jason Fried and David H. Hansson were used to being the subjects of social media attention. Both maintained active and dedicated Twitter followings for their unique perspectives on management and life. But on April 26,... View Details

Educators

News

After Mass Shootings, It’s Often Easier to Buy a Gun

14 Jun 2016
News

Mass Shootings Actually Inspire Looser Gun Laws

05 Aug 2016
News

A Definitive Guide to the Brexit Negotiations

Keywords: Brexit; immigration; international trade; negotiation; Government

Web

Entrepreneurship - Faculty & Research

Ruback 15 Oct 2024 What Sequoia Capital Can Teach Leaders About Sustaining Long-Term Growth Re: Jo Tango & Christina M. Wallace More Articles Harvard Business Publishing May 2013 Article How to Negotiate with VCs By: Deepak View Details

Article

Shadow of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution

By: Fabrice Lumineau and Deepak Malhotra

This paper investigates how contract structure influences inter-firm dispute resolution processes and outcomes by examining a unique dataset consisting of over 150,000 pages of documents relating to 102 business disputes. We find that the level of contractual detail... View Details

Keywords: Governance Controls; Contracts; Rights; Negotiation; Conflict and Resolution; Power and Influence

October 2010
Article

Preferring Balanced vs. Advantageous Peace Agreements: A Study of Israeli Attitudes Towards a Two-State Solution

By: Deepak Malhotra and Jeremy Ginges

The paper extends research on fixed-pie perceptions by suggesting that disputants may prefer proposals that are perceived to be equally attractive to both parties (i.e., balanced) rather than one-sided, because balanced agreements are seen as more likely to be... View Details

Keywords: Fixed Pie; Balance; Peace; Negotiation; Agreements and Arrangements; Conflict and Resolution; Government and Politics; Balance and Stability; Forecasting and Prediction; Attitudes; Israel; Palestinian state

2014
Chapter

Too Big To Trust? Managing Stakeholder Trust in Business in the Post-Bail-Out Economy

This chapter considers the aftermath of the financial crisis of 2008, and specifically the subsequent “bail-out” of the large financial institutions by the American government, from the perspective of trust in the post-bail-out economy. The author considers the impacts... View Details

Keywords: Trust; Business and Stakeholder Relations; Government and Politics; Financial Crisis

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April 2014
Article

15 Rules for Negotiating a Job Offer

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

January 2005 (Revised August 2014)
Exercise

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

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

Research Summary

Negotiation

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

14 Oct 2016
News

How to Build an Exit Ramp for Trump Supporters

04 Sep 2019
News

After mass shootings, GOP-led legislatures double efforts to loosen gun restrictions, data show

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

09 Nov 2017
News

A minority of gun owners have a veto over gun laws

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