Deepak Malhotra
Deepak Malhotra
Professor of Negotiations, Harvard Business School
Verified email at
Cited by
Cited by
The effects of contracts on interpersonal trust
D Malhotra, JK Murnighan
Administrative science quarterly 47 (3), 534-559, 2002
Trust and collaboration in the aftermath of conflict: The effects of contract structure
D Malhotra, F Lumineau
Academy of management Journal 54 (5), 981-998, 2011
Foundations of organizational trust: What matters to different stakeholders?
M Pirson, D Malhotra
Organization science 22 (4), 1087-1104, 2011
Economics education and greed
L Wang, D Malhotra, JK Murnighan
Academy of Management Learning & Education 10 (4), 643-660, 2011
Towards a competitive arousal model of decision-making: A study of auction fever in live and internet auctions
G Ku, D Malhotra, JK Murnighan
Organizational Behavior and Human decision processes 96 (2), 89-103, 2005
Normal acts of irrational trust: Motivated attributions and the trust development process
JM Weber, D Malhotra, JK Murnighan
Research in organizational behavior 26, 75-101, 2004
Negotiation genius: How to overcome obstacles and achieve brilliant results at the bargaining table and beyond
D Malhotra, M Bazerman
Bantam, 2007
Trust and reciprocity decisions: The differing perspectives of trustors and trusted parties
D Malhotra
Organizational Behavior and Human Decision Processes 94 (2), 61-73, 2004
Attributions of trust and the calculus of reciprocity
MM Pillutla, D Malhotra, JK Murnighan
Journal of Experimental Social Psychology 39 (5), 448-455, 2003
Shadow of the contract: How contract structure shapes interfirm dispute resolution
F Lumineau, D Malhotra
Strategic management journal 32 (5), 532-555, 2011
The desire to win: The effects of competitive arousal on motivation and behavior
D Malhotra
Organizational behavior and human decision processes 111 (2), 139-146, 2010
Long-term effects of peace workshops in protracted conflicts
D Malhotra, S Liyanage
Journal of Conflict Resolution 49 (6), 908-924, 2005
The impact of mass shootings on gun policy
M Luca, D Malhotra, C Poliquin
Journal of public economics 181, 104083, 2020
(When) are religious people nicer? Religious salience and the “Sunday effect” on pro-social behavior
D Malhotra
Judgment and Decision making 5 (2), 138-143, 2010
The pursuit of power corrupts: How investing in outside options motivates opportunism in relationships
D Malhotra, F Gino
Administrative Science Quarterly 56 (4), 559-592, 2011
Unconventional insights for managing stakeholder trust
M Pirson, DK Malhotra
Harvard Business School NOM Working Paper, 2008
Psychological influence in negotiation: An introduction long overdue
D Malhotra, MH Bazerman
Journal of Management 34 (3), 509-531, 2008
When 3+ 1> 4: Gift structure and reciprocity in the field
DS Gilchrist, M Luca, D Malhotra
Management Science 62 (9), 2639-2650, 2016
When winning is everything
D Malhotra, G Ku, JK Murnighan
Harvard business review 86 (5), 78, 2008
Handgun waiting periods reduce gun deaths
M Luca, D Malhotra, C Poliquin
Proceedings of the National Academy of Sciences 114 (46), 12162-12165, 2017
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