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  • 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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  • 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
  • September 2021 (Revised October 2021)
  • Teaching Note

Project Restart: Deciding the Future of English Football

By: Nour Kteily and Deepak Malhotra
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  • February 2006 (Revised March 2006)
  • Supplement

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

By: Deepak Malhotra and Maly Hout
Keywords: Negotiation; Compensation and Benefits; Sports; Sports Industry
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  • August 2022
  • Teaching Note

Rocket Science

By: Joshua Schwartzstein and Deepak Malhotra
Teaching Note for HBS Case No. 921-043. View Details
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  • July 2008 (Revised November 2012)
  • Supplement

UpDown: Confidential Instructions for GEORG

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
Keywords: Negotiation Participants; Agreements and Arrangements; Business Startups; Ownership Stake
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  • July 2008 (Revised November 2012)
  • Supplement

UpDown: Confidential Instructions for MICHAEL

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
Keywords: Negotiation Participants; Agreements and Arrangements; Business Startups; Ownership Stake
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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
  • June 2009
  • Teaching Note

Negotiating Equity Splits at UpDown (TN)

By: Noam T. Wasserman and Deepak Malhotra
Teaching Note for [809020]. View Details
Keywords: Equity; Agreements and Arrangements; Investment; Groups and Teams; Entrepreneurship; Contracts; Ownership Stake
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  • March 2008 (Revised August 2017)
  • Exercise

The Book Deal: Confidential Instructions for the AGENT

By: Deepak Malhotra and Max H. Bazerman
A two-party negotiation between an Agent representing a new author and an Editor at a large Publishing Firm. The exercise involves a one-issue, zero-sum negotiation concerning the advance on royalties that the publisher will pay to the author. View Details
Keywords: Ethics; Agreements and Arrangements; Negotiation Preparation; Negotiation Tactics; Negotiation Types; Publishing Industry
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  • 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 Jul 2013
  • First Look

First Look: July 2

capture important information seemingly ignored by the market. A long-short portfolio based on these legislators' views earns abnormal returns of over 90 basis points per month following the passage of legislation. Industries that we... View Details
Keywords: Anna Secino
  • 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
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