Jared R. Curhan is the Ford International Career Development Professor and Associate Professor of Organization Studies at MIT’s Sloan School of Management, where he specializes in the psychology of negotiation and conflict resolution. He received his BA in Psychology from Harvard University and his MA and PhD in Psychology from Stanford University. A recipient of support from the National Science Foundation, Curhan has pioneered a social psychological approach to the study of “subjective value” in negotiation (i.e., social, perceptual, and emotional consequences of a negotiation). His current research uses the Subjective Value Inventory (SVI), a measure he developed, to examine precursors, processes, and long-term effects of subjective value in 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. Curhan is Founder and President of 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. The book 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.
Power and Negotiation – MIT Sloan School of Management
Creating Value that Sustains Relationships – MIT Sloan School of Management
Organizational Processes – MIT Sloan School of Management
Individuals, Groups, and Organizations – MIT Sloan School of Management
Research Interests: Negotiation, conflict resolution, social psychology, organizational behavior, education.
Curhan, J. R., & Overbeck, J. R. (2008). Making a positive impression in a negotiation: Gender differences in response to impression motivation. Negotiation and Conflict Management Research, 1, 179-193.
Curhan, J. R., & Pentland, A. (2007). Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes. Journal of Applied Psychology, 92, 802-811.
Curhan, J. R., Elfenbein, H. A., & Xu, H. (2006). What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation. Journal of Personality and Social Psychology, 91, 493-512.
Mueller, J. S., & Curhan, J. R. (2006). Emotional intelligence and counterpart mood induction in a negotiation. International Journal of Conflict Management, 17, 110-128.
Curhan, J. R., Neale, M. A., & Ross, L. (2004). Dynamic valuation: Preference changes in the context of face-to-face negotiations. Journal of Experimental Social Psychology, 40, 142-151.
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