Deepak Malhotra
Deepak Malhotra
Professor of Negotiations, Harvard Business School
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TitleCited byYear
The effects of contracts on interpersonal trust
D Malhotra, JK Murnighan
Administrative Science Quarterly 47 (3), 534-559, 2002
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
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
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
Economics education and greed
L Wang, D Malhotra, JK Murnighan
Academy of Management Learning & Education 10 (4), 643-660, 2011
Attributions of trust and the calculus of reciprocity
MM Pillutla, D Malhotra, JK Murnighan
Journal of Experimental Social Psychology 39 (5), 448-455, 2003
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
Foundations of organizational trust: What matters to different stakeholders?
M Pirson, D Malhotra
Organization Science 22 (4), 1087-1104, 2011
Negotiation genius: How to overcome obstacles and achieve brilliant results at the bargaining table and beyond
D Malhotra, M Bazerman
Bantam, 2007
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
(When) are Religious People Nicer? Religious Salience and the'Sunday Effect'on Pro-Social Behavior
DK Malhotra
Religious Salience and the'Sunday Effect'on Pro-Social Behavior (November 6 …, 2008
Unconventional insights for managing stakeholder trust
M Pirson, DK Malhotra
Harvard Business School NOM Working Paper, 2008
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
Psychological influence in negotiation: An introduction long overdue
D Malhotra, MH Bazerman
Journal of Management 34 (3), 509-531, 2008
When winning is everything
D Malhotra, G Ku, JK Murnighan
Harvard business review 86 (5), 78, 2008
Paradoxes of trust: Empirical and theoretical departures from a traditional model
JK Murnighan, D Malhotra, JM Weber
Economics wins, psychology loses, and society pays
MH Bazerman, D Malhotra
Division of Research, Harvard Business School, 2004
When 3+ 1> 4: Gift structure and reciprocity in the field
DS Gilchrist, M Luca, D Malhotra
Management Science 62 (9), 2639-2650, 2016
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