Deepak Malhotra

I don’t know of anybody who has been extremely successful when they’ve taken on something much bigger than they’re used to without a good dose of humility. Humility is what forces you to be prepared. Humility is what forces you to say “I don’t know everything” or “I don’t fully understand all these people, so I’m going to have to listen rather than just tell … [ Read more ]

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.

Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery … [ Read more ]

Dealing with the ‘Irrational’ Negotiator

“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 … [ Read more ]

When Not to Trust Your Gut

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. Key concepts include:
* Too much trust in intuition can lead to irrational decisions.
* Employ “System 2” thinking to apply logic even in times of stress and indecision.
* In negotiations, schedule more time … [ Read more ]

Four Strategies for Making Concessions

“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.

Six Steps for Making Your Threat Credible

It damages your reputation, your company, and the deal if you make empty threats in negotiation. In this article, HBS professor Deepak Malhotra explains six steps for powerful follow-through.

Are You Auction Savvy?

Millions of people participate in online auctions everyday-numbers that are enticing more and more academics to investigate what auctions can tell us about economics, human behavior, and the way we make business decisions.

Harvard Business School professors Alvin E. Roth and Deepak Malhotra have each independently looked at auction behavior and derive some advice for business people who daily bid for everything from chips to consultants.

Roth … [ Read more ]

Six Ways to Build Trust in Negotiations

All negotiations involve risk. That’s why establishing trust at the bargaining table is crucial. Professor Deepak Malhotra presents strategies to build trustworthiness.