Publications

Keywords: Management

May 2004
Article

Smart Alternatives to Lying in Negotiation

Keywords: Negotiation

December 2011
Article

Economics Education and Greed

By: Long Wang, Deepak Malhotra and J. Keith Murnighan

The recent financial crisis, and repeated corporate scandals, raise serious questions about whether a business school education contributes to what some have described as a culture of greed. The dominance of economic-related courses in MBA curricula led us to assess... View Details

Keywords: Behavior; Ethics; Attitudes; Business Education; Economics; Education

Research Summary

Negotiating in the Shadow of Cancer

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

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

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

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

Keywords: Negotiation

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23 Apr 2012
Keynote Speech

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

October 21, 2012
Editorial

Why There Are So Many Conflicts in Pro Sports (And What to Do About Them)

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June 2009 (Revised August 2014)
Teaching Note

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

Teaching Note for [906038] and [906039]. View Details

Keywords: Sports Industry

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June 2007
Article

Leverage Time to Your Advantage

Article

The Perils of Negotiating to Win

Keywords: Negotiation

Article

Is Your Counterpart Irrational...Really?

Article

Make Your Weak Position Strong

March 2005
Article

Making Threats Credible

Other Unpublished Work

Negotiating in the Shadow of Terrorism: How Violent Extremism Makes Peace Negotiations Possible and Improbable

Keywords: Negotiation

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

November 16, 2016
Article

How to Negotiate After a Staggering Defeat: A Playbook for Democrats

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January 2005
Exercise

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

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