Business Professors and Authors
Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School, specialising in negotiation, diplomacy, and conflict resolution. Max Bazerman is the Jesse Isidor Straus Professor at Harvard Business School, and together they co-authored Negotiation Genius, a guide to achieving brilliant results in negotiations.
by Deepak Malhotra and Max Bazerman
Malhotra and Bazerman argue that great negotiators are made, not born, and that anyone can become a negotiation genius by systematically overcoming biases of the mind and heart. They layer behavioural decision research onto Harvard-style principled negotiation, with chapters on claiming value, creating value, and investigative negotiation.
The books Deepak Malhotra and Max Bazerman references, cites, and recommends most frequently.
by Robert Cialdini
Cialdini identifies six universal principles of persuasion: reciprocity, commitment, social proof, authority, liking, and scarcity. Understanding these triggers explains why we say yes, and how others get us to comply.
by Malcolm Gladwell
Gladwell explores the power and peril of snap judgements - the instant conclusions our unconscious mind reaches. Thin-slicing can be remarkably accurate, but it's also vulnerable to bias and information overload.
by Daniel Gilbert
Gilbert reveals that humans are remarkably poor at predicting what will make them happy. Our psychological immune system distorts future expectations in systematic, measurable ways.
Who Deepak draws from, and who draws from Deepak — aggregated across every book in this collection. Counts show the number of citation links, not the depth of each one.