Deepak Malhotra

Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School. He is the author of Negotiating the Impossible and The Peacemaker’s Code, and co-author (with Max Bazerman) of Negotiation Genius. Malhotra’s teaching, research and advisory work is focused on negotiation, deal-making, diplomacy, and conflict resolution. He has won numerous awards for his teaching and research and has been twice selected by Harvard MBA students to give the end-of-year speech to the graduating class. In 2020, Deepak was named “MBA Professor of the Year” by Poets & Quants.

Outside HBS, he is a trainer, consultant, and advisor to firms and CEOs across the globe, and an advisor to governments that are trying to negotiate an end to protracted and intractable armed conflicts.

Education

• B.A., University of Michigan
• Ph.D., Northwestern University Kellogg School of Management

Research interests

Negotiation strategy, trust development, international and ethnic dispute resolution, and competitive escalation

Areas Of Interest

• conflict management
• dealmaking
• dispute resolution
• negotiation
• strategy

Awards & Honors

• Honored as MBA Professor of the Year by Poets & Quants, in 2020.
• “The Peacemaker's Code” won the 2021 National Indie Excellence Award for Best Science Fiction.
• Winner of the 2018 Outstanding Book Award from the International Association for Conflict Management (IACM) for Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) (Berrett-Koehler Publishers, 2016).
• Included as one of “40 Best Business School Professors Under 40” by Poets & Quants in 2014.
• Won the 2013 Charles M. Williams Award for Excellence in Teaching.
• Chosen by students in both 2011 and 2012 to give the Harvard Business School "Best of EC Year" speech to graduating MBA students.
• Wall Street Journal Best-Selling Author in 2012 for I Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else's Maze (Berrett-Koehler Publishers, 2011).
• Won the 2011 Charles M. Williams Award for Excellence in Teaching.
• Won the 2008 International Institute for Conflict Prevention and Resolution Outstanding Book Award with Max Bazerman for Negotiation Genius (Bantam Books, 2007).

Selected publications

Books

• Malhotra, Deepak. The Peacemaker's Code. Kindle Direct Publishing, 2021. (Winner of the 2021 "National Indie Excellence Award" for Best Science Fiction Novel.)
• Malhotra, Deepak. Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle). Berrett-Koehler Publishers, 2016. (Top 10 Business Books of 2016 (The Globe & Mail) #1 Business Book of 2016 (KnowSquare, for the Spanish Edition) Business Bestseller List (800CEORead.)
• Malhotra, Deepak. I Moved Your Cheese: For Those Who Refuse to Live as Mice in Someone Else's Maze. Berrett-Koehler Publishers, 2011. (Wall Street Journal Best-Seller; Translated in ~20 languages.)
• Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)

Journal Articles

• Luca, Michael, Deepak Malhotra, and Christopher Poliquin. "The Impact of Mass Shootings on Gun Policy." (pdf) Art. 104083. Journal of Public Economics 181 (January 2020).
• Malhotra, Deepak. "What Theresa May Might Learn from Woodrow Wilson's Failed Negotiations in 1919." Harvard Business Review (website) (February 1, 2019).
• Malhotra, Deepak. "I'm an Expert on Negotiations, and I Have Some Advice for Theresa May." New York Times (December 20, 2018).
• Luca, Michael, Deepak Malhotra, and Christopher Poliquin. "Handgun Waiting Periods Reduce Gun Deaths." Proceedings of the National Academy of Sciences 114, no. 46 (November 14, 2017).
• Malhotra, Deepak. "A Definitive Guide to the Brexit Negotiations." Harvard Business Review (website) (August 5, 2016).
• Malhotra, Deepak, and Jonathan Powell. "What Donald Trump Doesn't Understand About Negotiation." Harvard Business Review (website) (April 8, 2016).
• Malhotra, Deepak, and Don A. Moore. "Trump Says He's a Great Negotiator, but the Evidence Says Otherwise." Fortune.com (July 19, 2016).
• Ehdaie, Behfar, Melissa Assel, Nicole Benfante, Deepak Malhotra, and Andrew Vickers. "A Systematic Approach to Discussing Active Surveillance with Patients with Low-risk Prostate Cancer." European Urology 71, no. 6 (June 2017): 866–871.
• Conlon, Donald E., Max Bazerman, Deepak Malhotra, and Madan M. Pillutla. "Celebrating the Work of Keith Murnighan." Negotiation and Conflict Management Research 9, no. 4 (November 2016): 332–344.
• Gilchrist, Duncan S., Michael Luca, and Deepak Malhotra. "When 3+1>4: Gift Structure and Reciprocity in the Field." Management Science 62, no. 9 (September 2016): 2639–2650.
• Malhotra, Deepak. "Control the Negotiation Before It Begins." Harvard Business Review 93, no. 12 (December 2015): 66–72.
• Malhotra, Deepak. "15 Rules for Negotiating a Job Offer." Harvard Business Review 92, no. 4 (April 2014): 117–120.
• Malhotra, Deepak, and Manu Malhotra MD. "Negotiation Strategies for Doctors and Hospitals." Harvard Business Review Blogs (October 21, 2013). http://blogs.hbr.org/2013/10/negotiation-strategies-for-doctors-and-hospitals/.
• Malhotra, Deepak. "How to Negotiate with VCs." Harvard Business Review 91, no. 5 (May 2013): 84–90.
• Malhotra, Deepak. "Why There Are So Many Conflicts in Pro Sports (And What to Do About Them)." Forbes.com (October 21, 2012).
• Van Swol, Lyn M., Deepak Malhotra, and Michael T. Braun. "Deception and Its Detection: Effects of Monetary Incentives and Personal Relationship History." Communication Research 39, no. 2 (April 2012): 217–238.
• Van Swol, Lyn M., Michael T. Braun, and Deepak Malhotra. "Evidence for the Pinocchio Effect: Linguistic Differences Between Lies, Deception by Omissions, and Truths." Discourse Processes 49, no. 2 (2012): 79–106.
• Malhotra, D., and F. Gino. "The Pursuit of Power Corrupts: How Investing in Outside Options Motivates Opportunism in Relationships." Special Issue on "Social Psychological Perspectives on Power and Hierarchy". Administrative Science Quarterly 56, no. 4 (December 2011): 559–592.
• Wang, Long, Deepak Malhotra, and J. Keith Murnighan. "Economics Education and Greed." Academy of Management Learning & Education 10, no. 4 (December 2011): 643–660.
• Pirson, Michael, and Deepak Malhotra. "Foundations of Organizational Trust: What Matters to Different Stakeholders?" Organization Science 22, no. 4 (July–August 2011): 1087–1104.
• Malhotra, Deepak. "Mistaking Mistrust for Greed: How to Solve the NFL Dispute." Forbes.com (March 14, 2011).
• Lumineau, Fabrice, and Deepak Malhotra. "Shadow of the Contract: How Contract Structure Shapes Inter-Firm Dispute Resolution." Strategic Management Journal 32, no. 5 (May 2011): 532–555.
• Malhotra, Deepak, and Fabrice Lumineau. "Trust and Collaboration in the Aftermath of Conflict: The Effects of Contract Structure." Academy of Management Journal 54, no. 5 (October 2011): 981–998.
• Malhotra, Deepak, and Jeremy Ginges. "Preferring Balanced vs. Advantageous Peace Agreements: A Study of Israeli Attitudes Towards a Two-State Solution." Judgment and Decision Making 5, no. 6 (October 2010): 420–427.
• Malhotra, Deepak. "The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior." Organizational Behavior and Human Decision Processes 111, no. 2 (March 2010): 139–146.
• Malhotra, Deepak. "(When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior." (pdf) Judgment and Decision Making 5, no. 2 (April 2010): 138–143.
• Malhotra, Deepak. "Without Conditions: The Case for Negotiating with the Enemy." Foreign Affairs 88, no. 5 (September–October 2009): 84–90.
• Malhotra, Deepak. "When Contracts Destroy Trust." Harvard Business Review 87, no. 5 (May 2009): 25.
• Malhotra, Deepak. "Auto CEOs Aren't Making Their Case." Wall Street Journal (December 4, 2008).
• Malhotra, Deepak, and Max H. Bazerman. "Psychological Influence in Negotiation: An Introduction Long Overdue." Journal of Management 34, no. 3 (June 2008): 509–531.
• Pirson, Michael, and Deepak Malhotra. "Unconventional Insights for Managing Stakeholder Trust." MIT Sloan Management Review 49, no. 4 (Summer 2008): 43–50.
• Malhotra, Deepak, Gillian Ku, and J. Keith Murnighan. "When Winning Is Everything." Harvard Business Review 86, no. 5 (May 2008).
• Malhotra, Deepak. "To Be a Negotiation Genius." SENSEX 1, no. 6 (2008): 50–52. View Details
• Malhotra, Deepak, and Max H. Bazerman. "Investigative Negotiation." Harvard Business Review 85, no. 9 (September 2007).
• Malhotra, Deepak, and Max H. Bazerman. "Pitch Your Offer—and Close the Deal." Negotiation 10, no. 8 (August 2007).
• Malhotra, Deepak. "Leverage Time to Your Advantage." Negotiation 10, no. 6 (June 2007).
• Malhotra, Deepak. "Beware of Competitive Arousal." Times of India (January 13, 2007), 1.
• Malhotra, Deepak. "The 'Winning at Any Cost' Syndrome." Times of India (January 13, 2007), 20.
• Malhotra, Deepak. "The Perils of Negotiating to Win." Negotiation 10, no. 3 (March 2007).
• Malhotra, Deepak. "Is Your Counterpart Irrational...Really?" Negotiation 9, no. 3 (March 2006).
• Malhotra, Deepak. "The Fine Art of Making Concessions." Negotiation 9, no. 1 (January 2006).
• Bazerman, M. H., and Deepak Malhotra. "It's Not Intuitive: Strategies for Negotiating More Rationally." Negotiation 9, no. 5 (May 2006).
• Malhotra, Deepak, and Sumanisiri Liyanage. "Peace Workshops in Protracted Conflicts: A Study of Long-Term Effects." Journal of Conflict Resolution 49, no. 6 (December 2005): 1–17.
• Ku, Gillian, Deepak Malhotra, and J. Keith Murnighan. "Towards a Competitive Arousal Model of Decision Making: A Study of Auction Fever in Live and Internet Auctions." Organizational Behavior and Human Decision Processes 96, no. 2 (March 2005): 89–103.
• Malhotra, Deepak. "Making Threats Credible." Negotiation 8, no. 3 (March 2005).
• Malhotra, Deepak. "Make Your Weak Position Strong." Negotiation 8, no. 7 (July 2005).
• Malhotra, Deepak. "Accept or Reject?" Negotiation 7, no. 8 (August 2004).
• Malhotra, Deepak. "Trust and Reciprocity Decisions: The Differing Perspectives of Trustors and Trusted Parties." Organizational Behavior and Human Decision Processes 94, no. 2 (July 2004): 61–73.
• Malhotra, Deepak. "Smart Alternatives to Lying in Negotiation." Negotiation 7, no. 5 (May 2004).
• Malhotra, Deepak. "Risky Business: Trust in Negotiation." Negotiation 7, no. 2 (February 2004).
• Malhotra, Deepak. "Will You Negotiate or Litigate?" Negotiation 7, no. 10 (October 2004).
• Pillutla, Madan M., Deepak Malhotra, and J. Keith Murnighan. "Attributions of Trust and the Calculus of Reciprocity." Journal of Experimental Social Psychology 39, no. 5 (September 2003): 448–455.
• Malhotra, Deepak, and J. Keith Murnighan. "The Effects of Contracts on Interpersonal Trust." Administrative Science Quarterly 47, no. 3 (September 2002): 534–559.
• Ku, Gillian, and Deepak Malhotra. "The On-Line Auction Phenomenon: Growth, Strategies, Promise, and Problems." Negotiation Journal 17, no. 4 (October 2001): 349–361.

Book Chapters

• Malhotra, Deepak. "Too Big To Trust? Managing Stakeholder Trust in Business in the Post-Bail-Out Economy." Chap. 3 in Public Trust in Business, edited by Jared D. Harris, Brian Moriarty, and Andrew C. Wicks, 51–85. Cambridge University Press, 2014.
• Bazerman, Max H., and Deepak Malhotra. "Economics Wins, Psychology Loses, and Society Pays." In Social Psychology and Economics, edited by David de Cremer, J. Keith Murnighan, and Marcel Zeelenberg, 263–280. Mahwah, NJ: Lawrence Erlbaum Associates, 2006.
• Weber, Mark J., Deepak Malhotra, and J. Keith Murnighan. "Normal Acts of Irrational Trust: Motivated Attributions and the Trust Development Process." In Research in Organizational Behavior. Vol. 22, edited by B. Staw and R. Sutton, 75–101. Elsevier Science, 2000.
• Murnighan, J. Keith, Deepak Malhotra, and J. Mark Weber. "Paradoxes of Trust: Empirical and Theoretical Departures from a Traditional Model." In Trust and Distrust in Organizations: Dilemmas and Approaches, edited by Roderick Kramer and Karen Cook. New York: Russell Sage Foundation, 2004.