Jared R. Curhan

Faculty

Jared R. Curhan

About

Jared Curhan is an Associate Professor of Organization Studies at the MIT Sloan School of Management.

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 serves on 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, the MIT Institute-wide teaching award, and the MIT Sloan Jamieson Prize for excellence in teaching.  His three-day crash course, Negotiation Analysis, is open to all MIT students via lottery.

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

Honors

Jared Curhan (with doctoral student/co-author Ashley Brown) received the "Outstanding Theoretical Paper" award

Publications

"Understanding Social Interpersonal Interaction via Synchronization Templates of Facial Events."

Rui Li, Jared R. Curhan, and Mohammed Ehsan Hoque. In Proceedings of the Thirty-Second AAAI Conference on Artificial Intelligence (AAAI-18), New Orleans, LA: February 2018.

"On the Relative Importance of Individual-level Characteristics and Dyadic Interaction Effects in Negotiations: Variance Partitioning Evidence from a Twins Study."

Elfenbein, Hillary Anger, Noah Eisenkraft, Jared R. Curhan, and Lisabeth F. DiLalla. Journal of Applied Psychology Vol. 103, No. 1 (2018): 88-96.

"The Internet as Negotiation Laboratory: Lessons for Conducting Negotiation Research with Crowdsourced Participants."

Lukas Neville, Jared R. Curhan, and N. Kumar. In Proceedings of the 29th Annual Meeting of the International Association for Conflict Management, New York, NY: July 2016.

"When Criticism Enhances Creativity in Brainstorming: The Moderating Role of Group Purpose."

Jared R. Curhan and Aditi Mehta. In Proceedings of the 76th Academy of Management Annual Meeting, edited by Guclu Atinc, Anaheim, CA: January 2016.

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Recent Insights

Ideas Made to Matter

When negotiating, pride goeth before destruction 

New study finds good feelings from one negotiation can damage subsequent performance.

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Press

Why Trump’s pride in his negotiating ability may be backfiring

MIT Sloan School of Management Prof. Jared R. Curhan, working with Virginia Tech professor William J. Becker, looked at the habits of people who negotiate back to back with many different partners.

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