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Professor, Negotiations, Organizations, and Markets Unit, Harvard Business School

Deepak Malhotra teaches negotiation in a wide variety of executive programs including the Advanced Management Program, the Owner/President Management Program, Changing the Game, Strategic Negotiation, and Families in Business. He 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, which received the 2008 Outstanding Book Award by the International Institute for Conflict Prevention and Resolution.

Malhotra’s research has been published in top journals in the fields of management, psychology, and conflict resolution. His professional activities include training and consulting with firms across the globe in a multitude of industries that include banking, beverages, B2B, education, energy, financial management, health care, hotel management, information technology, manufacturing, media, newspaper, nonprofits, pharmaceuticals, printing, real estate, retail, and telecommunications.

Education

B.A., University of Michigan

Ph.D., Northwestern University Kellogg School of Management

Research interests

Negotiation strategy, trust development, international and ethnic dispute resolution, and competitive escalation

Selected publications

• “Without Conditions: The Case for Negotiating with the Enemy,” Foreign Affairs 88, no. 5 (September–October 2009): 84–90.
• “When Contracts Destroy Trust.” Harvard Business Review 87, no. 5 (May 2009): 25.
• “(When) Are Religious People Nicer? Religious Salience and the ‘Sunday Effect’ on Pro-social Behavior.” Judgment and Decision Making 5, no. 2 (April 2010): 138–143.