Jared Curhan


Sloan Distinguished Associate Professor of Organization Studies

 

Professor Curhan 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. Curhan currently 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.

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, and MIT Sloan's Jamieson Prize for excellence in teaching.

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.


Faculty Media

  • Actually, Do Let Them See You Sweat: The Science Behind Why Sweating Before Negotiating Is Good

    If you're sweating and your heart rate is up, it's seen as a sign something is going wrong, that you're too nervous, off balance, flustered, M.I.T. associate professor Jared Curhan tells the New...


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  • Work Up a Sweat, and Bargain Better

    If better health isnt enough incentive to take a brisk walk, perhaps there is another one: it may get you a better deal. New research from the Massachusetts Institute of Technology offers a twist...


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  • Gender stereotypes in negotiationdoes Sheryl Sandberg have it right?

    In Making a Positive Impression in Negotiation: Gender Difference in Response to Impression Motivation (Negotiation and Conflict Management Research), MIT Sloan Professor Jared Curhan and Jennifer...


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  • What Do People Value When They Negotiate? Mapping the Domain

    Jared Curhan has received the Most Influential Article Award from the Academy of Managements Conflict Management Division. The winning paper (co-authored with Hillary Elfenbein of Washington...


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  • Why Nervous Negotiators Have an Edge

    You may want to think twice about playing it calm and collected in the negotiation process. New research suggests that nerves may actually help people get a good deal when negotiating. However,...


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  • The polarizing effect of physiological arousal

    The idea of having to negotiate over the price of a new car sends many into the cold sweats, but new research published in Psychological Science, a journal of the Association for Psychological...


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  • Q&A with Jared Curhan

    Jared Curhan, MIT associate professor of organizations studies, specializes in the psychology of negotiation and conflict resolution. A recipient of support from the National Science Foundation, he...


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  • Thin slices of negotiation: Predicting outcomes from conversational dynamics w/in first 5 minutes

    In this research, the authors examine whether conversational dynamics occurring within the first five minutes of a negotiation can predict negotiated outcomes.


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  • MIT Sloan Professor Finds Money is Not Most Important Factor in Job Offer Negotiations

    A lot of decisions are affected by money, but when it comes to job offer negotiations, money plays a lesser role. A recent study by a professor at MIT's Sloan School of Management and published in...


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  • Making a Positive Impression in Negotiation: Gender Differences in Response to Impression Motivation

    How do you negotiate when you need to make a positive impression? The answer may depend on your gender. Theorists argue that effective negotiation requires both advocating for self and advocating...


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Contact Information

Office: E62-388
Phone: (617) 253-5219
Fax:
Email: curhan@mit.edu
Website: http://web.mit.edu/curhan/www/
Support Staff
Name: Adel Donegan
Phone: 617-258-8360

Teaches In

Negotiation for Executives Oct 28-29, 2014 | Apr 2-3, 2015 | Jun 9-10, 2015 | Oct 15-16, 2015