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  • 01 Sep 2012
  • News

Ideas in Action

Issue Focus: Ideas & Impact Deepak Malhotra Thinking outside the maze Malhotra Photographs by Webb Chappell Negotiations expert Professor View Details
Keywords: Garry Emmons;Julia Hanna;Roger Thompson; Colleges, Universities, and Professional Schools; Educational Services; Publishing Industries (except Internet); Information
  • 08 Oct 2013
  • First Look

First Look: October 8

http://ssrn.com/abstract=2332106 It's Not the Size of the Gift; It's How You Present It: New Evidence on Gift Exchange from a Field Experiment By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra... View Details
Keywords: Sean Silverthorne
  • Apr 2016
  • Lecture

The Purpose of Education

By: Deepak Malhotra
Related
  • October 14, 2016
  • Article

How to Build an Exit Ramp for Trump Supporters

By: Deepak Malhotra
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  • March 14, 2011
  • Article

Mistaking Mistrust for Greed: How to Solve the NFL Dispute

By: Deepak Malhotra
Keywords: Entertainment; Sports Industry
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  • 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
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  • September – October 2009
  • Article

Without Conditions: The Case for Negotiating with the Enemy

By: Deepak Malhotra
Keywords: Negotiation
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  • 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
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  • 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
Keywords: Contracts; Negotiation; Trust
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  • 2008
  • Article

To Be a Negotiation Genius

By: Deepak Malhotra
Keywords: Negotiation
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  • Article

Will You Negotiate or Litigate?

By: Deepak Malhotra
Keywords: Negotiation; Lawsuits and Litigation
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  • 08 Dec 2015
  • News

Control the Negotiation Before It Begins

  • 01 May 2013
  • News

How to Negotiate with VCs

  • 20 Dec 2018
  • News

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

  • 16 Nov 2016
  • News

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

  • 12 Jul 2016
  • News

Mass Shootings Influence Spike In Gun-Related Laws At State Level

  • 17 May 2016
  • News

The One Thing You Should Always Ignore During Negotiations

  • 01 Sep 2011
  • News

MBA 101: HBS Commencements Pass the Century Mark

Associate Professor Anita Elberse (Strategic Marketing in Creative Industries), Professor Frances Frei (TOM), Senior Lecturer Stephen Kaufman (TOM), Professor Deepak Malhotra (Negotiation), and Professor... View Details
Keywords: commencement; Colleges, Universities, and Professional Schools; Educational Services
  • 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
  • 26 Feb 2019
  • First Look

New Research and Ideas, February 26, 2019

https://www.hbs.edu/faculty/Pages/item.aspx?num=55749 forthcoming Review of Economics and Statistics Healthy Business? Managerial Education and Management in Healthcare By: Bloom, Nicholas, Raffaella Sadun, Renata Lemos, and John Van Reenen Abstract— We investigate the... View Details
Keywords: Dina Gerdeman