Jared R. Curhan

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Jared R. Curhan

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Jared Curhan is the Gordon Kaufman Professor and an Associate Professor of Work and Organization Studies at the MIT Sloan School of Management, as well as Faculty Director of MIT’s Behavioral Research Lab.

Curhan specializes in the psychology of negotiation and conflict resolution. A recipient of support from the National Science Foundation, he has pioneered a social psychological approach to the study of “subjective value” in negotiation—that is, the feelings and judgments concerning the instrumental outcome, the process, the self, and the relationship. His research uses the Subjective Value Inventory (SVI; Curhan et al., 2006) to examine the precursors, processes, and long-term consequences of subjective value in negotiation. He also studies the dynamics of negotiation and brainstorming.

Curhan is Vice Chair for Research and a member of the Executive Committee of the Program on Negotiation (PON) at Harvard Law School, a world-renowned inter-university consortium dedicated to developing the theory and practice of negotiation and dispute resolution. He is also Director of the PON Research Lab and Director of MIT's Negotiation for Executives Program.

Curhan founded the Program for Young Negotiators, Inc., an organization dedicated to the promotion of negotiation training in primary and secondary schools. His book, Young Negotiators (Houghton Mifflin, 1998) is acclaimed in the fields of negotiation and education, and has been translated into Spanish, Hebrew, and Arabic. It has been used to train more than 35,000 children across the United States and abroad to achieve their goals without the use of violence.

Deeply committed to education at all levels, Curhan has received the Stanford University Lieberman Fellowship for excellence in teaching and university service, as well as MIT's Institute-wide teaching award, MIT Teaching with Technology Award, and MIT Sloan's Jamieson Prize for excellence in teaching.  His three-day crash course, Negotiation Analysis, is open to all MIT students via lottery.  He also offers a 10-week, open-enrollment online course with live negotiations, Mastering Negotiation and Influence.

Curhan holds an AB in psychology from Harvard University and an MS and a PhD in psychology from Stanford University.

 

Honors

Curhan wins digital technology teaching award

Publications

"Are Some Negotiators Better Than Others? Individual Differences in Bargaining Outcomes."

Elfenbein, Hailey Anger, Jared R. Curhan, Noah Eisenkraft, Aiwa Shirako, and Lucio Baccaro. Journal of Research in Personality Vol. 42, No. 6 (2008): 1463–1475.

"Avatar See, Avatar Do: Mimicry by Mediators in Online Dispute Resolution."

Kathryn Y. Segovia, Jeremy N. Bailenson, Lauren Weinstein, and Jared R. Curhan. In Proceedings of the 74th Academy of Management Annual Meeting, edited by Jared R. Curhan and Mohammed E. Hoque. Philadelphia, PA: August 2014.

"Cognitive Dissonance in Negotiation: Free Choice or Counter-Attitudinal Justification?"

Corinne Bendersky and Jared R. Curhan. In Proceedings of the 19th Annual International Association for Conflict Management, Montreal, Canada: June 2006.

"Cognitive Dissonance In Negotiation: Free Choice Or Justification?"

Bendersky, Corinne, and Jared R. Curhan. Social Cognition Vol. 27, No. 3 (2009): 455-474.

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Executive Education

Executive Education Course

Mastering Negotiation and Influence

In Mastering Negotiation and Influence, you will learn negotiation strategies to understand, plan, and achieve your objectives in a variety of contexts. What separates this program from others is that you will engage in live negotiations and receive feedback in real time. Beyond learning the frameworks and skills associated with negotiating, you will practice putting these new skills into action.

  • Jul 14-Sep 29, 2022
  • Nov 3, 2022-Jan 26, 2023
  • Jun 8-Aug 24, 2023
  • Jan 19-Apr 6, 2023
  • Mar 30-Jun 15, 2023
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Executive Education Course

Negotiation for Executives

Negotiation is a daily practice within business organizations. We negotiate all the time—with clients and partners, vendors and suppliers, supervisors and colleagues, employees and recruits. Drawing on fundamental negotiation principles, groundbreaking scientific research, and specific real-world examples, this program will help you enhance personal gains in negotiation, while simultaneously sustaining these important relationships.

  • Sep 22-23, 2022
  • Jun 1-3, 2022
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