Jared R. Curhan


Jared R. Curhan

Support Staff

Get in Touch



Academic Groups

Academic Area

Centers & Initiatives

Jared Curhan is the Gordon Kaufman Professor and a 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.



Curhan wins digital technology teaching award


"Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study."

Elfenbein, Hillary Anger, Jared R. Curhan, and Noah Eisenkraft. Personality and Social Psychology Bulletin. Forthcoming.

"Negotiating Through Agents: A Principal-Focused Agency Model in Representative Negotiations."

Bushra Sarah Guenoun, and Jared R. Curhan. In Academy of Management Annual Meeting Proceedings, Briarcliff Manor, NY: January 2020.

"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.

Load More

Recent Insights

Ideas Made to Matter

The top 10 MIT Sloan news stories of 2021

From a machine learning explainer to trends in data and artificial intelligence, here are the stories that readers needed most this year.

Read Article
Ideas Made to Matter

In negotiation, use silence to improve outcomes for all

“There are creative ways to address conflicts, and there is more room for agreement than people assume.”

Read Article
Load More

Media Highlights

Executive Education

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.

  • Nov 6-7, 2023
  • Sep 18-20, 2023
View Course
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.

  • Jun 8-Aug 24, 2023
View Course
Load More