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Deepak K. Malhotra

Harvard Business School - Negotiation, Organizations & Markets Unit

Soldiers Field Road

Morgan 270C

Boston, MA 02163

United States

  • Harvard Business School - Negotiation, Organizations & Markets Unit

SCHOLARLY PAPERS

18

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7,316

CITATIONS
Rank 19,996

SSRN RANKINGS

Top 19,996

in Total Papers Citations

15

Scholarly Papers (18)

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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 (17,497)
Citation 4

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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 (27,662)
Citation 1

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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 (42,300)
Citation 3

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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 (50,985)
Citation 1

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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 (36,606)
Citation 1

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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 (73,581)
Citation 2

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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 (57,532)
Citation 1

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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 and Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 235 (85,318)

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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 (121,927)

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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 (129,814)
Citation 1

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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 (123,609)
Citation 1

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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 (140,994)

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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 (177,778)

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Trust, Real Options, Trustworthiness

14.

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

Number of pages: 16 Posted: 05 Sep 2012
Nils Wernerfelt, David G. Rand, Anna Dreber, Cynthia Montgomery and Deepak K. Malhotra
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 (158,059)

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behavioral genetics, entrepreneurship, innovation, human decision-making

15.

Genetic Correlates of Economic and Social Risk Taking

Number of pages: 19 Posted: 05 Sep 2012
Anna Dreber, David G. Rand, Nils Wernerfelt, Cynthia Montgomery and Deepak K. Malhotra
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 (220,442)

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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, Harvard Business School - Negotiation, Organizations & Markets Unit and Harvard Business School
Downloads 0 (11,996)

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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

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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

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Trust, Ethnic Conflict, Cooperation