Eli Goldston Professor of Business Administration
Deepak Malhotra is a Professor in the Negotiations, Organizations and Markets Unit at the Harvard Business School. He teaches Negotiation in the MBA program, and in a wide variety of executive programs including the Owner/President Management Program (OPM), Changing the Game and Families in Business. Deepak has won numerous awards for his teaching, including the HBS Faculty Award by Harvard Business School's MBA Class of 2011, and the Charles M. Williams Award from the Harvard Business School. In both 2011 and 2012, the MBA students selected Deepak to give the "Best of EC Year" speech to graduating students.
Deepak's first book (with Max Bazerman), Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, was awarded the 2008 Outstanding Book Award by the International Institute for Conflict Prevention and Resolution.
Deepak's most recent book, I Moved Your Cheese, is now a Wall Street Journal Best-Seller, and has sold translation rights in over 15 languages.
Deepak's research focuses on negotiation strategy, trust development, competitive escalation, and international and ethnic dispute resolution, and has been published in top journals in the fields of management, psychology, conflict resolution, and foreign policy. His work has also received considerable media attention, including multiple appearances by Deepak on CNBC.
Deepak's professional activities include training, consulting, and advisory work for firms across the globe.
You can follow Deepak on Twitter: www.twitter.com/Prof_Malhotra
I Moved Your Cheese
Now a Wall Street Journal Best-seller! Over a decade ago, the best-selling business fable Who Moved My Cheese? offered its answer to the question: accept that change is inevitable and beyond your control, don't waste your time wondering why things are the way they are, keep your head down, and start looking for the cheese. I Moved Your Cheese takes a different point of view. This stand-alone book tells the inspiring story of a new generation of mice who begin to reexamine what others have taken for granted and to ask the important questions. This book is motivated by a simple observation: Leadership, innovation, entrepreneurship, creativity, problem solving, business growth—and even personal development—almost always depend on the ability to challenge accepted notions, reshape the environment, and play by a different set of rules...
Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.
How to Negotiate with VCs
VC-entrepreneur partnership agreements often contain flaws that become highly damaging as the parties come up against issues of power, trust, and much more. Yet many of the flaws are systematic and predictable—and hence preventable. The author, a longtime consultant to the VC industry, outlines four recommendations for entrepreneurs sitting down at the table with prospective funders: understand your leverage; maximize trust; focus on value; strive for understanding. Above all, when you're negotiating with a VC, think not only about what will look good in a press release today but also about what will help you create and capture value over the long run.