professor deepak malhotra

The following items are tagged professor deepak malhotra:

3 Keys to Effective Leadership in Difficult Negotiations

Posted by & filed under Conflict Resolution.

A medical facility might not be the first place you think of for effective leadership in a negotiation. But that’s precisely what took place between a doctor and his patients. 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 … Read  

Settling Out of Court: Negotiating in the Shadow of the Law

Posted by & filed under Dispute Resolution.

When disputes arise, negotiators face the difficult question of whether to try to reach a settlement on their own or hand decision-making power over to a judge, a jury, or an arbitrator. Parties often benefit from settling their disputes before going to court, write Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello in … Read  

Government Negotiations: The Brittney Griner Case

Posted by & filed under International Negotiation.

In February 2022, Women’s National Basketball Association (WNBA) star Brittney Griner was arrested in Russia, where she plays for a professional basketball team during the WNBA offseason, after being accused of bringing vape cartridges with cannabis oil into the country. She faces 10 years imprisonment in a Russian penal colony. Given the extreme tensions between … Read  

Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation

Posted by & filed under Dispute Resolution.

Many times in our lives, we will encounter an ultimatum in negotiation. Sometimes the ultimatum is real, and often times it is not. However, there are ways to approach an ultimatum in negotiation to get past this sometimes burdensome hurdle. Professor Deepak Malhotra answers this week’s Dear Negotiation Coach column: QUESTION A counterpart recently made a “take … Read  

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  

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  

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  

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  

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