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Show Results For
- All HBS Web
(318)
- News (97)
- Research (193)
- Events (1)
- Multimedia (7)
- Faculty Publications (129)
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- 02 Jun 2010
- First Look
First Look: June 2
of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution Authors:Fabrice Lumineau and Deepak Malhotra Publication:Strategic Management Journal (in press) Abstract This paper investigates... View Details
Keywords: Martha Lagace
- Apr 2016
- Lecture
The Purpose of Education
By: Deepak Malhotra
Malhotra, Deepak. "The Purpose of Education." Harvard Business School, April 2016.
- October 14, 2016
- Article
How to Build an Exit Ramp for Trump Supporters
By: Deepak Malhotra
Malhotra, Deepak. "How to Build an Exit Ramp for Trump Supporters." Harvard Business Review (website) (October 14, 2016).
- March 14, 2011
- Article
Mistaking Mistrust for Greed: How to Solve the NFL Dispute
By: Deepak Malhotra
Malhotra, Deepak. "Mistaking Mistrust for Greed: How to Solve the NFL Dispute." Forbes.com (March 14, 2011).
- February 2010
- Module Note
Strategies of Influence
By: Deepak Malhotra
Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details
Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy
Malhotra, Deepak. "Strategies of Influence." Harvard Business School Module Note 910-039, February 2010.
- September – October 2009
- Article
Without Conditions: The Case for Negotiating with the Enemy
By: Deepak Malhotra
Keywords: Negotiation
Malhotra, Deepak. "Without Conditions: The Case for Negotiating with the Enemy." Foreign Affairs 88, no. 5 (September–October 2009): 84–90.
- March 2010
- Article
The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior
By: Deepak Malhotra
The paper theoretically elaborates and empirically investigates the "competitive arousal" model of decision making, which argues that elements of the strategic environment (e.g., head-to-head rivalry and time pressure) can fuel competitive motivations and behavior.... View Details
Keywords: Decision Making; Auctions; Bids and Bidding; Behavior; Motivation and Incentives; Personal Characteristics; Competition
Malhotra, Deepak. "The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior." Organizational Behavior and Human Decision Processes 111, no. 2 (March 2010): 139–146.
- May 2009
- Article
When Contracts Destroy Trust
By: Deepak Malhotra
Contracts exist to foster trust, but they can actually do the opposite. Overly detailed contracts leave no room for spontaneous acts of kindness to create goodwill between parties; too-rigid contracts leave parties unable to respond to the unanticipated; and, strangely... View Details
Malhotra, Deepak. "When Contracts Destroy Trust." Harvard Business Review 87, no. 5 (May 2009): 25.
- Article
Will You Negotiate or Litigate?
By: Deepak Malhotra
Malhotra, Deepak. "Will You Negotiate or Litigate?" Negotiation 7, no. 10 (October 2004).
- 26 Sep 2007
- Sharpening Your Skills
Sharpening Your Skills: Negotiation
uncle, mother, or daughter is your business partner. Harvard Business School's John A. Davis and Deepak Malhotra outline 5 ways to analyze and improve dealmaking and dispute resolution while protecting... View Details
- 26 May 2015
- First Look
First Look: May 26
Gilchrist, Duncan S., Michael Luca, and Deepak Malhotra Abstract— Do higher wages elicit reciprocity and lead to increased productivity? In a field experiment with 266 employees, we find that paying higher... View Details
Keywords: Sean Silverthorne
- 08 Nov 2016
- First Look
November 8, 2016
are difficult to assemble. We combine several restricted-access U.S. Census Bureau data sets to create a unique longitudinal data platform that covers 1992–2008 and many states. We describe differences in the types of businesses initially formed View Details
Keywords: Sean Silverthorne
- 07 Sep 2011
- First Look
First Look: Sept. 7
PublicationsI Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else's Maze Author:Malhotra Deepak Publication:Berrett-Koehler Publishers, 2011 Abstract If you were a mouse trapped in a maze and someone kept moving the... View Details
Keywords: Sean Silverthorne
- 29 Jun 2007
- First Look
First Look: June 29, 2007
were more convinced by persuasive appeals delivered by a Black interaction partner than by a White interaction partner. When interacting with a Black partner, Whites engaged in... View Details
Keywords: Martha Lagace
- August 2022
- Case
Negotiating Peace in Colombia
By: Deepak Malhotra and Cody Smith
This case follows the protracted armed conflict between the Colombian government and the Revolutionary Armed Forces of Colombia (FARC), tracing it from its origins over 50 years ago, through the private and public negotiations that ultimately resulted in the 2016... View Details
Keywords: Conflict; Peace Process; Dispute Resolution; Protracted Conflicts; Peacemaking; Civil War; Negotiation; Leadership; Conflict and Resolution; Government Administration; Colombia
Malhotra, Deepak, and Cody Smith. "Negotiating Peace in Colombia." Harvard Business School Case 923-006, August 2022.
- April 8, 2016
- Article
What Donald Trump Doesn't Understand About Negotiation
By: Deepak Malhotra and Jonathan Powell
Malhotra, Deepak, and Jonathan Powell. "What Donald Trump Doesn't Understand About Negotiation." Harvard Business Review (website) (April 8, 2016).
- July 2008 (Revised October 2024)
- Supplement
UpDown: Confidential Instructions for PHUC
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
Wasserman, Noam, and Deepak Malhotra. "UpDown: Confidential Instructions for PHUC." Harvard Business School Supplement 809-023, July 2008. (Revised October 2024.)
- July – August 2011
- Article
Foundations of Organizational Trust: What Matters to Different Stakeholders?
By: Michael Pirson and Deepak Malhotra
Prior research on organizational trust has not rigorously examined the context specificity of trust nor distinguished between the potentially varying dimensions along which different stakeholders base their trust. As a result, dominant conceptualizations of... View Details
Keywords: Trust; Competency and Skills; Forecasting and Prediction; Ethics; Framework; Analytics and Data Science; Surveys; Organizations; Business and Stakeholder Relations; Identity; Perspective
Pirson, Michael, and Deepak Malhotra. "Foundations of Organizational Trust: What Matters to Different Stakeholders?" Organization Science 22, no. 4 (July–August 2011): 1087–1104.
- October 2013
- Blog Post
Negotiation Strategies for Doctors and Hospitals
By: Deepak Malhotra and Manu Malhotra MD
Malhotra, Deepak, and Manu Malhotra MD. "Negotiation Strategies for Doctors and Hospitals." Harvard Business Review Blogs (October 21, 2013). http://blogs.hbr.org/2013/10/negotiation-strategies-for-doctors-and-hospitals/.