Gordon Kaufman Professor of Management
Professor of Work and Organization Studies, MIT Sloan School of Management
Faculty Director, MIT Behavioral Research Lab
Vice Chair of Research, Program on Negotiation at Harvard Law School
A recipient of support from the National Science Foundation, Jared Curhan specializes in the psychology of negotiation and conflict resolution. Notably, he has pioneered a social psychological approach to the study of “subjective value” in negotiation—that is, the social, perceptual, and emotional consequences of a negotiation. Deeply committed to education at all levels, Curhan received Stanford University’s Lieberman Fellowship for excellence in teaching and university service, as well as MIT’s institute wide teaching award presented annually by the graduate student council.
He is the founder of the Program for Young Negotiators Inc., an organization dedicated to promoting negotiation training in primary and secondary schools. Curhan’s acclaimed book Young Negotiators has been translated into Spanish, Hebrew, and Arabic and used around the world to train children to achieve their goals without the use of violence.
B.A., Harvard University
M.A., Stanford University
Ph.D., Stanford University
Negotiation, conflict resolution, social psychology, organizational behavior, education
- Young Negotiators. Houghton Mifflin, 1998.
- With J. R. Overbeck. “Making a Positive Impression in a Negotiation: Gender Differences in Response to Impression Motivation.” Negotiation and Conflict Management Research 1 (2008): 179–193.
- With A. Pentland. “Thin Slices of Negotiation: Predicting Outcomes from Conversational Dynamics within the First 5 Minutes.” Journal of Applied Psychology 92 (2007): 802–811.
- With H. A. Elfenbein and H. Xu. “What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation.” Journal of Personality and Social Psychology 91 (2006): 493–512.
- With W.J. Becker. “The dark side of subjective value in sequential negotiations: The mediating role of pride and anger.” Journal of Applied Psychology 103 (2018): 74-87.
- With H.A. Elfenbein & G. J. Kilduff. “Getting off on the right foot: Subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations.” Journal of Applied Psychology 94 (2009): 524-534.