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(319)
- News (97)
- Research (193)
- Events (1)
- Multimedia (7)
- Faculty Publications (129)
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- 30 May 2005
- Research & Ideas
Six Steps for Making Your Threat Credible
for it to back away from the public commitment he made. If the company now fails to respond with a competitive bid, it is likely to take a greater hit in the stock market than if he had simply kept quiet and let you bid. By increasing the... View Details
Keywords: by Deepak Malhotra
- 05 Apr 2004
- Research & Ideas
Six Ways to Build Trust in Negotiations
of the division that had lost the account, to ask if she could try to win it back. After all, RLX had nothing to lose by letting her try, she argued, and she had her own reasons for taking on this formidable task—as part of her work... View Details
Keywords: by Deepak Malhotra
- 06 Mar 2006
- Research & Ideas
Four Strategies for Making Concessions
wage increase. The union was asking for a 4 percent increase, while management wanted to raise salaries by only 1 percent. The executive considered the situation. During past negotiations, weeks were lost as each side jockeyed for... View Details
Keywords: by Deepak Malhotra
- 09 Jul 2007
- Research & Ideas
Five Steps to Better Family Negotiations
successfully leveraged in negotiations between family members in family business systems. We will review the principles and their applicability to family negotiations below. 1. Analyze The Negotiation Space The negotiation space consists of all parties that are... View Details
Keywords: by John A. Davis and Deepak Malhotra
- 03 Oct 2007
- Research & Ideas
Dealing with the ‘Irrational’ Negotiator
they holding onto hidden interests? According to Deepak Malhotra and Max H. Bazerman, chances are the main hurdle to smooth negotiation is behind 1 of these 3 questions. When you label someone... View Details
Keywords: by Deepak Malhotra & Max H. Bazerman
- 31 Jul 2006
- Research & Ideas
When Not to Trust Your Gut
In past issues of this newsletter, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition. Of course, negotiators are not always affected by bias; we often think... View Details
Keywords: by Max H. Bazerman & Deepak Malhotra
- 08 Feb 2008
- Working Paper Summaries
Psychological Influence in Negotiation: An Introduction Long Overdue
Keywords: by Deepak Malhotra & Max H. Bazerman
- August 2008
- Supplement
Lenovo Chief Marketing Officer and Senior VP E-Commerce, Deepak Advani, Interviewed by Professor John Quelch
By: John A. Quelch
Professor John Quelch interviewed Lenovo CMO, Deepak Advani, regarding Lenovo's buy-out of IBM's personal computer business, and Lenovo's marketing strategy leading up to the 2008 Summer Olympics in Beijing, China. View Details
Keywords: Advertising; Leveraged Buyouts; Brands and Branding; Marketing Strategy; Hardware; Computer Industry; China
Quelch, John A. "Lenovo Chief Marketing Officer and Senior VP E-Commerce, Deepak Advani, Interviewed by Professor John Quelch." Harvard Business School Video Supplement 509-711, August 2008.
- 24 Oct 2013
- Working Paper Summaries
When $3+$1 > $4: The Effect of Gift Salience on Employee Effort in an Online Labor Market
- 13 Feb 2008
- Working Paper Summaries
Unconventional Insights for Managing Stakeholder Trust
Keywords: by Michael Pirson & Deepak Malhotra
- 29 Oct 2013
- Research & Ideas
Do Employees Work Harder for Higher Pay?
Harvard Business School Professor Deepak Malhotra set out to answer a basic question: "Do employees work harder when they are paid more?" As Malhotra, the Eli Goldston Professor of Business Administration,... View Details
Keywords: by Chuck Leddy & Harvard Gazette
- 24 Feb 2021
- Lessons from the Classroom
What History's Biggest Wars Teach Us About Leading in Peace
Outside the classroom, Harvard Business School Professor Deepak Malhotra’s abiding interest is war and peace–how wars begin and end, how they could have been avoided, and what lessons can be learned from them. Along with studying wars,... View Details
Keywords: by Lane Lambert
- 04 Oct 2013
- Working Paper Summaries
Imperfect Information, Patent Publication, and the Market for Ideas
- 06 Sep 2011
- Research & Ideas
Cheese Moving: Effecting Change Rather Than Accepting It
Behavior best-seller list—thanks in part to corporate managers who distribute it to their employees as a lesson in accepting and anticipating change gracefully. But is that really the best message to send? Harvard Business School Professor View Details
Keywords: by Carmen Nobel
- 28 Feb 2005
- Research & Ideas
How to Harness Auction Fever
Want to create a high-profit auction? One strategy is to create "auction fever" around your sale by generating lots of hype, having strict rather than flexible deadlines at the end of auctions, and making sure winners and losers... View Details
- 20 Jan 2016
- Working Paper Summaries
The Bright Side of Patents
- 18 May 2016
- Working Paper Summaries
The Impact of Mass Shootings on Gun Policy
- 13 May 2013
- Research & Ideas
How to Spot a Liar
Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths, which was published in the journal Discourse Processes. Asked why the topic of deception is important to business research, negotiation expert... View Details
Keywords: by Carmen Nobel
- 2012
- Article
Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths
By: Lyn M. Van Swol, Michael T. Braun and Deepak Malhotra
The study used Linguistic Inquiry and Word Count and Coh-Metrix software to examine linguistic differences with deception in an ultimatum game. In the game, the Allocator was given an amount of money to divide with the Receiver. The Receiver did not know the precise... View Details
Van Swol, Lyn M., Michael T. Braun, and Deepak Malhotra. "Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths." Discourse Processes 49, no. 2 (2012): 79–106.