Deepak Malhotra is a Professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He teaches Negotiation in a wide variety of executive programs including the Advanced Management Program (AMP), the Owner/President Management Program (OPM), Changing the Game, Strategic Negotiation, and Families in Business. Deepak is the author (with Max Bazerman) of the new book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Negotiation Genius has been awarded the 2008 Outstanding Book Award by the International Institute for Conflict Prevention and Resolution. Professor Malhotra’s research focuses on negotiation strategy, trust development, international and ethnic dispute resolution, and competitive escalation, and has been published in top journals in the fields of management, psychology, and conflict resolution. Professor Malhotra’s professional activities include training and consulting with firms across the globe in a multitude of industries, including banking, beverages, B2B, education, energy, financial management, healthcare, hotel, information technology, manufacturing, media, newspaper, non-profits, pharmaceuticals, printing, real estate, retail, and telecommunications.
Research Interests: Negotiation Strategy, Trust Development, International and Ethnic Dispute Resolution, and Competitive Escalation
Malhotra, Deepak. “Without Conditions: The Case for Negotiating with the Enemy.” Foreign Affairs 88, no. 5 (September – October 2009): 84-90.
Malhotra, Deepak. “When Contracts Destroy Trust.” Harvard Business Review 87, no. 5 (May 2009): 25.
Malhotra, Deepak. “(When) Are Religious People Nicer? Religious Salience and the “Sunday Effect” on Pro-social Behavior.” Harvard Business School Working Paper, No. 09-066, November 2008. Abstract
Malhotra, Deepak. “The Effect of Outside Options on Trustworthiness: How Sunk Costs Can Undermine Desired Relationships.” 2008.
Malhotra, Deepak, and Max H. Bazerman. “Psychological Influence in Negotiation: An Introduction Long Overdue.” Harvard Business School Working Paper, No. 08-058, January 2008. Abstract.
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