Faculty and Research

Deepak Malhotra is an Associate Professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He teaches Negotiation in a wide variety of executive programs including the Owner/President Management Program (OPM), Changing the Game, Strategic Negotiation, and Families in Business.  Deepak 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. 

Negotiation Genius has been awarded the 2008 Outstanding Book Award by the International Institute for Conflict Prevention and Resolution.

Deepak's research focuses on negotiation strategy, trust development, competitive escalation, and international and ethnic dispute resolution, and has been published in top journals in the fields of management, psychology, conflict resolution, and foreign policy.  His work has also received considerable media attention, including multiple appearances by Deepak on CNBC.  Deepak has won awards for both his teaching and his research. In 2001, he was an invited fellow at the Solomon Asch Center for Study of Ethnopolitical Conflict at the University of Pennsylvania.  

Deepak's professional activities include training and consulting with firms across the globe in a multitude of industries, including banking, beverages, B2B, consumer products, education, energy, financial management, healthcare, hotel, information technology, manufacturing, media, newspaper, non-profits, pharmaceuticals, printing, real estate, retail, and telecommunications.

His work on Trust include:  

• In Pursuit of Coordination and Control: Revisiting the Effects of Contracts on Trust
• The Effects of Contracts on Interpersonal Trust
• Unconventional Insights for Managing Stakeholder Trust
• Foundations of Organizational Trust
• The Effects of Outside Options on Trust and Trustworthiness
• Normal Acts of Irrational Trust
• Dealing with Distrust? Negotiate the Process

His work on Negotiation include:

• Resoloving Inter-firm Disputes: The Efficacy of Contractual vs. Relational Governance  
• Psychological Influence in Negotiation 
• Investigative Negotiation 
• Negotiating from a Position of Weakness
• Will you Negotiate or Litigate?
• Leveraging Time to Your Advantage
• Is Your Counterpart Irrational...Really? 
• Pitch Your Offer - And Close the Deal
• Smart Alternatives to Lying in Negotiation
• Making Threats Credible

His work on Competitive Escalation include:

• The Desire to Win: The Effect of Competitve Arousal on Motivation and Behavior 
• When Winning is Everything
• Competitive Arousal in Live and Internet Auctions
• The Perils of Negotiating to Win

His work on International & Ethnic Conflict include:

• Without Condition: The Case for Talking with the Enemy
• Peace Workshops in Protracted Conflicts: A Study of Long-Term Effects 
• Prefering Fair Over Advantageous Agreements in Protracted Conflict
• Negotiating in the Shadow of Terrorism: How Militant Extremism Makes Peace Negotiations Possible and Improbable