professor deepak malhotra

The following items are tagged professor deepak malhotra:

Get Beyond “Take It or Leave It”

Posted by & filed under Conflict Resolution.

“This is the best I can do. Take it or leave it.” It’s a statement negotiators often dread, as it seems to leave us with a choice between two unappealing options: accept an offer we don’t like or walk away from the bargaining table. No matter which choice you make, an ultimatum appears to bring a … Read More 

When Conflict Becomes a Self-Fulfilling Prophecy

Posted by & filed under Negotiation Skills.

When one party brings up the possibility of a lawsuit in a business dispute, the threat can become a self-fulfilling prophecy. Yet business negotiators often benefit from settling their disputes before going to court, write Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello in their book Beyond Winning: Negotiating to Create Value in … Read More 

Negotiating the (seemingly) impossible

Posted by & filed under Conflict Resolution.

At Memorial Sloan Kettering Cancer Center (MSKCC) in New York City, a leading cancer research and treatment institution, doctors often will advise men who are diagnosed with low-risk prostate cancer (and who have certain other characteristics) to follow a course of “active surveillance.” Because such cancers often progress very slowly, the doctors encourage these patients … Read More 

Negotiating in the Shadow of the Law

Posted by & filed under Dispute Resolution.

Consider the different procedures used to resolve two recent disputes involving sports superstars: • In January, an Indianapolis Colts equipment manager complained that the New England Patriots had introduced underinflated footballs into their American Football Conference Championship Game to the possible benefit of Patriots quarterback Tom Brady. A controversial National Football League (NFL) investigation concluded, based … Read More 

Bring Your Deal Back from the Brink: Probe the Other Side’s Point of View

Posted by & filed under Business Negotiations.

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 … Read More 

When You’re on Stage

Posted by & filed under Daily, Negotiation Skills.

Adapted from “How to Deal When the Going Gets Tough,” first published in the Negotiation newsletter. Negotiators tend to feel pressured when they’re performing in front of an audience, according to Harvard Business School professor Deepak Malhotra. If your boss is watching your every move, if you are bargaining as part of a team, or if … Read More 

Profiting from Collaboration

Posted by & filed under Conflict Resolution.

CNBC’s television series Collaboration Now featured Professor Deepak Malhotra discussing how successful collaboration can help companies overcome barriers that are holding them back and meet the needs of demanding customers. In this video, you can find examples of collaboration, including how the American trucking company YRC is making inroads across the globe, and how, with … Read More