Jared R. Curhan

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Jared R. Curhan

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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.

 

Honors

Curhan wins digital technology teaching award

Publications

"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.

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