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  • Research Summary

Gun Violence in the United States

By: Deepak Malhotra
My colleagues and I are studying gun violence from two perspectives.  First, how do events like mass shootings impact gun policy?  Do they have any effect?  We find that they do, but not in the way most people would expect. Second, we are studying which types of gun... View Details
  • Research Summary

Trust

By: Deepak Malhotra
My research on trust falls into two broad categories.  First, I study barriers to trust development, and focus on mechanisms that might help to overcome these barriers.  One recent project analyzes over 150,000 pages of documents concerning 102-interfirm disputes to... View Details
  • December 4, 2008
  • Editorial

Auto CEOs Aren't Making Their Case

By: Deepak Malhotra
Keywords: Management
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  • May 2004
  • Article

Smart Alternatives to Lying in Negotiation

By: Deepak Malhotra
Keywords: Negotiation
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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 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
  • Research Summary

War & Peace

By: Deepak Malhotra
A second stream of research looks at issues related to conflict resolution in the context of international and ethno-political conflict, and in particular, at the role of negotiation in ending armed conflicts.  I launched a new course at HBS entitled "War & Peace:... View Details
  • 2012
  • Lecture

How to Negotiate a Job Offer

By: Deepak Malhotra
Keywords: Job Interviews; Negotiation; Job Offer; Negotiation Tactics
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  • May 2013
  • Article

How to Negotiate with VCs

By: Deepak Malhotra
VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to... View Details
Keywords: Venture Capital; Negotiation Tactics; Entrepreneurship
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  • March 2010
  • Teaching Note

Name Your Price: Compensation Negotiation at Whole Health Management (TN) (A), (B) & (C)

By: Deepak Malhotra
Teaching Note for [908064], [908065], and [908066]. View Details
Keywords: Negotiation
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  • February 2010
  • Teaching Note

Hamilton Real Estate (TN)

By: Deepak Malhotra
Teaching Note for [905052] and [905053]. View Details
Keywords: Real Estate Industry
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  • January 13, 2007
  • Article

The 'Winning at Any Cost' Syndrome

By: Deepak Malhotra
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  • January 13, 2007
  • Article

Beware of Competitive Arousal

By: Deepak Malhotra
Keywords: Competition
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  • August 2004
  • Article

Accept or Reject?

By: Deepak Malhotra
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  • Research Summary

Negotiating in the Shadow of Cancer

By: Deepak Malhotra
I am working with collaborators at the Memorial Sloan Kettering Cancer Center to develop interventions that will help surgeons communicate more effectively with cancer patients, with the goal of helping patients make better decisions regarding their health. View Details
  • Research Summary

Competitive Arousal

By: Deepak Malhotra
A fourth stream of research examines a phenomenon that my co-authors and I have termed Competitive Arousal. We find that some features of competitive contexts (e.g., time pressure, perceptions of rivalry, and the presence of an audience) can heighten... View Details
  • 2021
  • Book

The Peacemaker's Code

By: Deepak Malhotra
The book's many themes -- war & peace, history, strategy, negotiation, leadership, friendship, & love -- are woven together in a novel with a sci-fi hook and a thrilling premise. The protagonist is a young history professor who is whisked off to Washington, where he... View Details
Keywords: Fiction
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  • February 1, 2019
  • Article

What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919

By: Deepak Malhotra
On December 13, 2018, UK Prime Minister Theresa May met with her European counterparts in an attempt to renegotiate the “Brexit deal” she had reached with them only weeks earlier; the deal was facing harsh criticism and almost certain rejection at home. Perhaps only... View Details
Keywords: Brexit; Negotiation; Negotiation Deal; Learning; History
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  • December 20, 2018
  • Editorial

I'm an Expert on Negotiations, and I Have Some Advice for Theresa May

By: Deepak Malhotra
Keywords: Negotiation
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  • 23 Apr 2012
  • Keynote Speech

Tragedy & Genius: My Speech to Graduating Harvard Business School Students

By: Deepak Malhotra
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