Program on Negotiation and Harvard Business School professor Deepak Malhotra recently sat down with CNBC to discuss the fiscal cliff and how Democrats and Republicans can not only complete their current negotiation successfully, but also their future negotiations.
Deepak Malhotra
The following items are tagged Deepak Malhotra.
Bring Your Deal Back from the Brink: Probe the Other Side’s Point of View
How can you figure out the motives behind someone’s seemingly stubborn position? Begin by questioning her about the problem she is trying to solve. Deal blockers may be held back by financial, legal, personal, or other constraints you don’t know about, according to Harvard Business School professor Deepak Malhotra. A tough stance could also communicate a psychological need that isn’t being satisfied.
Why You Should Question Your Agent’s “Objective” Advice in Business Negotiations
You’ve found a beautiful condo that you’d like to call your own. You conduct a thorough assessment of its value and identify several other appealing properties in the same neighborhood and price range. Believing you’ve found the magic bid, you phone your real-estate agent.
Making threats strategically
In negotiation, the time, energy, and resources that you devote to reaching agreement can suggest that you’re desperate for a deal—any deal. The greater your investment in the negotiation, the less credible the threat of walking away becomes.
In such instances, one way to make this threat more credible is to find someone else to take
Six Strategies for Building Trust in Negotiations
“Risky Business: Trust in Negotiations”
by Deepak Malhotra (Professor of Business Administration, Harvard Business School)
Originally published in the Negotiation newsletter, Volume 7, No 2 (February 2004)
Developing trust in negotiations can be a challenging task, especially in high-stakes, high stress conditions, as when dealing with strangers, facing deadlines, or coping with differences in power and status.
When irrationality isn’t the issue
Adapted from “Is Your Counterpart Rational . . . Really?” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter, March 2006.
How can you negotiate with someone who seems irrational? First, by questioning whether it is reasonable for you to judge your counterparts as irrational. As it turns out, behavior that negotiators
Five Steps to Better Family Negotiations
Family members in business together bring an added complication to inevitable conflicts. In this article, the authors discuss five principles of negotiation specifically relevant for deal-making and dispute resolution cases among relatives.
Are They Really Irrational?
Adapted from “Is Your Counterpart Irrational…Really?” by Deepak Malhotra (professor, Harvard Business School), first published in the Negotiation newsletter, March 2006.
Negotiators often struggle with the task of bargaining with those who behave rashly, reason poorly, and act in ways that contradict their own self-interest. But as it turns out, behavior that negotiators often view as
When Not to Trust Your Gut
Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) and Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School)
Intuition can sabotage your negotiations without your awareness. In this article, the authors explore why we often think irrationally and reveal four practical strategies for how and when to abandon intuition
Investigative Negotiation
Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) and Deepak Malhotra (Associate Professor of Business Administration, Harvard Business School)
Negotiations can hit a brick wall because one party wrongly assumes they understand the other side’s motivations and therefore don’t explore them further. In this article, the authors discuss five principles underlying
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