Research Summary

Negotiation

by Deepak Malhotra

Description

A large part of my work focuses on negotiation, dealmaking and conflict resolution. My book on negotiation (with Max Bazerman) is titled Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond.  The book was awarded the 2008 Outstanding Book Award by the International Institute for Conflict Prevention and Resolution.  A recent article looks at how the degree and type of contract complexity shapes inter-firm dispute resolution when conflict arises.  Current projects include an HBR article entitled "How to Negotiate with VCs", published in 2013, and an article on "How to Negotiate Your Job Offer", published in 2014.  I have also contributed often to the Negotiation Newsletter, writing on topics such as: negotiating from a position of weakness, managing distrust, dealing with a seemingly irrational counterpart, using psychological influence tactics, making concessions strategically, and finding smart alternatives to lying in negotiation.  My current focus is on strategies for dealing with complex, ugly disputes.