Deepak K. Malhotra

Harvard Business School - Negotiation, Organizations & Markets Unit

Soldiers Field Road

Morgan 270C

Boston, MA 02163

United States

SCHOLARLY PAPERS

18

DOWNLOADS
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Top 5,385

in Total Papers Downloads

6,397

CITATIONS
Rank 20,132

SSRN RANKINGS

Top 20,132

in Total Papers Citations

15

Scholarly Papers (18)

1.

Economics Wins, Psychology Loses, and Society Pays

Harvard NOM Working Paper No. 05-07
Number of pages: 28 Posted: 10 Mar 2005
Deepak K. Malhotra and Max H. Bazerman
Harvard Business School - Negotiation, Organizations & Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 988 (15,880)
Citation 4

Abstract:

2.

Approaching Negotiation as Art: Some Striking Results of Students Negotiating in the Real World

IACM 15th Annual Conference
Number of pages: 15 Posted: 20 Mar 2002
Deepak K. Malhotra
Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 748 (24,675)
Citation 1

Abstract:

Negotiation, real world, art

3.

Psychological Influence in Negotiation: An Introduction Long Overdue

Harvard Business School NOM Working Paper No. 08-058
Number of pages: 48 Posted: 29 Jan 2008 Last Revised: 21 Feb 2008
Deepak K. Malhotra and Max H. Bazerman
Harvard Business School - Negotiation, Organizations & Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 496 (40,427)
Citation 3

Abstract:

Negotiation, Influence, Social Influence, Psychological Influence, Persuasion, Attitude Change, Information Processing, Communication

4.

Foundations of Organizational Trust: What Matters to Different Stakeholders?

Organization Science, Forthcoming, Fordham University Schools of Business Research Paper No. 2010-004
Number of pages: 43 Posted: 21 Jul 2010 Last Revised: 05 Feb 2014
Michael Pirson and Deepak K. Malhotra
Fordham University - Graduate School of Business Administration and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 399 (48,669)
Citation 1

Abstract:

Trust, Stakeholder, Organizational Trust, Identification, Benevolence, Ability, Integrity, Transparency

5.

Unconventional Insights for Managing Stakeholder Trust

Harvard Business School NOM Working Paper No. 08-057
Number of pages: 24 Posted: 02 Feb 2008 Last Revised: 23 Oct 2014
Michael Pirson and Deepak K. Malhotra
Fordham University - Graduate School of Business Administration and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 392 (41,019)
Citation 1

Abstract:

6.

Trust and Collaboration in the Aftermath of Conflict: The Effects of Contract Structure

Academy of Management Journal, 2011, 54(5): 981-998
Number of pages: 40 Posted: 04 May 2011 Last Revised: 04 Feb 2016
Deepak K. Malhotra and Fabrice Lumineau
Harvard Business School - Negotiation, Organizations & Markets Unit and Purdue University
Downloads 340 (69,391)
Citation 2

Abstract:

Conflict management, Trust, Contract, Collaboration

7.

(When) are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-Social Behavior

Harvard Business School NOM Working Paper No. 09-066
Number of pages: 18 Posted: 10 Nov 2008
Deepak K. Malhotra
Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 244 (61,745)
Citation 1

Abstract:

8.

When 3 + 1 > 4: Gift Structure and Reciprocity in the Field

Harvard Business School NOM Unit Working Paper No. 14-030
Number of pages: 28 Posted: 27 Sep 2013 Last Revised: 09 Apr 2015
Duncan S. Gilchrist, Michael Luca and Deepak K. Malhotra
Harvard University - Department of Economics, Harvard Business School - Negotiations, Organizations & Markets Unit and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 235 (79,943)

Abstract:

9.

Beyond Reactive Devaluation: Implementation Concerns and Fixed-Pie Perceptions Involving the Geneva Accords

Harvard PON Working Paper No. 05-112, IACM 18th Annual Conference
Number of pages: 23 Posted: 06 Jun 2005
Jeremy Ginges and Deepak K. Malhotra
University of Michigan at Ann Arbor - Institute for Social Research (ISR) and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 212 (110,362)

Abstract:

Reactive devaluation, fixed-pie perceptions, Geneva accords

10.

Shadow of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution

Strategic Management Journal, 2011, 32(5): 532-555
Number of pages: 52 Posted: 04 May 2011 Last Revised: 04 Feb 2016
Fabrice Lumineau and Deepak K. Malhotra
Purdue University and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 206 (117,063)
Citation 1

Abstract:

Contractual Governance, Disputes, Framing, Interest-Based Negotiation and Rights-Based Negotiation, Control and Coordination, Power

11.

Antecedents of Stakeholder Trust: What Matters to Whom?

Fordham University Schools of Business Research Paper No. 2010-016
Number of pages: 48 Posted: 22 Feb 2010 Last Revised: 02 Nov 2013
Michael Pirson and Deepak K. Malhotra
Fordham University - Graduate School of Business Administration and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 198 (112,879)
Citation 1

Abstract:

Trust, Stakeholder Trust, Organizational Trust, Stakeholder Management

12.

Assessing the Long-Term Impact of 'Peace Camps' on Youth Attitudes and Behaviors: The Case of Ethno-political Conflict in Sri Lanka

Harvard NOM Working Paper No. 03-24; 16th Annual IACM Conference Melbourne, Australia
Number of pages: 13 Posted: 06 May 2003
Sumanasiri Liyanage and Deepak K. Malhotra
University of Peradeniya - Department of Economics and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 188 (127,392)

Abstract:

Trust, Peace Camps, Ethnic Conflict, Empathy

13.

The Effect of Real Options on Trust and Trustworthiness: The Relevance of Irrelevant Alternatives

IACM 18th Annual Conference
Number of pages: 23 Posted: 06 Jun 2005
Deepak K. Malhotra
Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 133 (163,905)

Abstract:

Trust, Real Options, Trustworthiness

14.

Arginine Vasopressin 1a Receptor (AVPR1a) RS3 Repeat Polymorphism Associated with Entrepreneurship

Number of pages: 16 Posted: 05 Sep 2012
Harvard University - Harvard Kennedy School (HKS), Yale University, Stockholm School of Economics - Department of Economics, Harvard University - Strategy Unit and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 115 (154,013)

Abstract:

behavioral genetics, entrepreneurship, innovation, human decision-making

15.

Genetic Correlates of Economic and Social Risk Taking

Number of pages: 19 Posted: 05 Sep 2012
Stockholm School of Economics - Department of Economics, Yale University, Harvard University - Harvard Kennedy School (HKS), Harvard University - Strategy Unit and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 81 (211,191)

Abstract:

risk, trust, behavioral genetics, DRD4, AVPR1a, MAOA

16.

The Impact of Mass Shootings on Gun Policy

Harvard Business School NOM Unit Working Paper No. 16-126
Number of pages: 39 Posted: 07 May 2016 Last Revised: 10 Mar 2017
Michael Luca, Deepak K. Malhotra and Christopher Poliquin
Harvard Business School - Negotiations, Organizations & Markets Unit, Harvard Business School - Negotiation, Organizations & Markets Unit and Harvard Business School
Downloads 0 (24,821)

Abstract:

17.

Negotiating Equity Splits at UpDown

Harvard Business School Entrepreneurial Management Case No. 812-701
Posted: 08 May 2012
Noam Wasserman and Deepak K. Malhotra
University of Southern California - Lloyd Greif Center for Entrepreneurial Studies and Harvard Business School - Negotiation, Organizations & Markets Unit

Abstract:

18.

Dislike or Distrust? The Dynamics of Non-Cooperation Among Jewish and Arab Israelis

Harvard NOM Working Paper No. 03-26; 16th Annual IACM Conference Melbourne, Australia
Posted: 06 May 2003
Jeremy Ginges and Deepak K. Malhotra
University of Michigan at Ann Arbor - Institute for Social Research (ISR) and Harvard Business School - Negotiation, Organizations & Markets Unit

Abstract:

Trust, Ethnic Conflict, Cooperation