by Deepak Malhotra - Publications - Faculty & Research

2012
Lecture

How to Negotiate a Job Offer

Keywords: Job Interviews; Negotiation; Job Offer; Negotiation Tactics

May 2013
Article

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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November 16, 2016
Article

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

By: Deepak Malhotra

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January 2005
Exercise

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

By: Deepak Malhotra

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

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Article

The Fine Art of Making Concessions

By: Deepak Malhotra

Keywords: Negotiation

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February 2004
Article

Risky Business: Trust in Negotiation

By: Deepak Malhotra

Keywords: Trust; Negotiation

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July 2004
Article

Trust and Reciprocity Decisions: The Differing Perspectives of Trustors and Trusted Parties

By: Deepak Malhotra

Keywords: Trust; Decision Making; Perspective

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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

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

09 Feb 2016
First Look

February 9, 2016

forthcoming Berrett-Koehler Publishers Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) By: Malhotra, Deepak Abstract—Some negotiations are easy. Others are more difficult. And then... View Details

Keywords: Sean Silverthorne

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

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