Deepak Malhotra
There are 9 articles for this faculty member.
Unconventional Insights for Managing Stakeholder Trust
| Authors: | Michael Pirson and Deepak Malhotra |
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| Published: | February 13, 2008 |
| Paper Release Date: | January 2008 |
| Feature: | Working Papers |
Most organizations understand the need to manage stakeholder trust. The bad news: Most organizations don't really understand how to manage the difficult job effectively. However, for those companies wishing to reap the benefits of improved cooperation with suppliers, increased motivation and productivity among employees, enhanced loyalty among customers, and higher levels of support from investors, managing stakeholder trust is a prudent, if not critical investment. Trust management may require an appreciation for some unconventional insights regarding the appropriate investment of resources. Stakeholders differ in regard to the kinds and degrees of vulnerability they face; what they need to believe before they will trust also differs. Would-be trust managers will be wise to consider these varying needs and to anticipate the tradeoffs that exist in strengthening relationships with specific stakeholders.
Psychological Influence in Negotiation: An Introduction Long Overdue
| Authors: | Deepak Malhotra and Max H. Bazerman |
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| Published: | February 8, 2008 |
| Paper Release Date: | January 2008 |
| Feature: | Working Papers |
This paper attempts to encourage a better dialogue between research on social influence and on negotiation. It provides an overview of the literature on both areas, and identifies opportunities for creating more effective and useful research. First, HBS professors Deepak Malhotra and Max Bazerman identify those elements of psychological influence that do not require the influencer to change the economic or structural aspects of the bargaining situation in order to persuade the target. Second, they review prior research on behavioral decision-making in negotiation to identify those ideas that may be relevant to influence in negotiation. Third, they provide a framework for thinking about how to leverage behavioral decision research to wield influence in negotiation. Fourth, they consider how targets of influence might defend against these tactics. Fifth, because psychological influence is, by definition, aimed at achieving one's own ends through the strategic manipulation of another's judgment, they consider the ethical issues surrounding its application in negotiation.
Published in 2007
Dealing with the 'Irrational' Negotiator
| Published: | October 3, 2007 |
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| Feature: | Research & Ideas |
"Negotiators who are quick to label the other party 'irrational' do so at great potential cost to themselves," say HBS professors Deepak Malhotra and Max H. Bazerman. Their new book, Negotiation Genius, combines expertise in psychology with practical examples to show how anyone can improve dealmaking skills. In this excerpt, Malhotra and Bazerman describe what to do when the other party's behavior does not make sense.
Five Steps to Better Family Negotiations
| Published: | July 9, 2007 |
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| Feature: | Research & Ideas |
Family relationships are complicated, even more so when your uncle, mother, or daughter is your business partner. Harvard Business School's John A. Davis and Deepak Malhotra outline 5 ways to analyze and improve dealmaking and dispute resolution while protecting family ties. As they write, family negotiations are difficult yet also contain built-in advantages.
Published in 2006
When Not to Trust Your Gut
| Published: | July 31, 2006 |
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| Feature: | Research & Ideas |
Most of us trust our intuition more than we should, especially when the pressure is on in negotiations. Professors Max Bazerman and Deepak Malhotra on negotiating more rationally. From Negotiation.
Four Strategies for Making Concessions
| Published: | March 6, 2006 |
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| Feature: | Research & Ideas |
"Concessions are often necessary in negotiation," says HBS professor Deepak Malhotra. "But they often go unappreciated and unreciprocated." Here he explains four strategies for building good will and reciprocity. From Negotiation.
Published in 2005
Six Steps for Making Your Threat Credible
| Published: | May 30, 2005 |
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| Feature: | Research & Ideas |
It damages your reputation, your company, and the deal if you make empty threats in negotiation. In this article from Negotiation, HBS professor Deepak Malhotra explains six steps for powerful follow-through.
How to Harness Auction Fever
| Q&A with: | Deepak Malhotra |
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| Published: | February 28, 2005 |
| Feature: | Research & Ideas |
HBS assistant professor Deepak Malhotra talks about the phenomena of "auction fever" in which bidders are driven to win at irrational costs.
Published in 2004
Six Ways to Build Trust in Negotiations
| Published: | April 5, 2004 |
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| Feature: | Research & Ideas |
All negotiations involve risk. That’s why establishing trust at the bargaining table is crucial. Professor Deepak Malhotra presents strategies to build trustworthiness. From Negotiation.
