Jared Curhan is an Associate Professor of Organization Studies at the MIT Sloan School of Management.
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 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. 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, the MIT Institute-wide teaching award, and the MIT Sloan Jamieson Prize for excellence in teaching. His three-day crash course, Negotiation Analysis, is open to all MIT students via lottery.
Curhan holds an AB in psychology from Harvard University and an MS and a PhD in psychology from Stanford University.
From accepting the first offer too quickly to assuming you know what’s most valuable to the other party, here are six of the most common negotiation mistakes.
Being successful in a negotiation comes from preparation. Finding the answers to these questions will help you navigate anything that might happen.
Life is a series of negotiations. Whether we realize it or not, we negotiate all day, every day.
Students learn essential negotiation tactics from MIT Sloan's Jared Curhan.
"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,"MIT Associate Professor Jared Curhan tells The New York...
"If better health isn't enough incentive to take a brisk walk, perhaps there is another one: it may get you a better deal." New research from MIT offers a twist on the adage "never let them see you...
In Making a Positive Impression in Negotiation: Gender Difference in Response to Impression Motivation, MIT Sloan Professor Jared Curhan and Jennifer R. Overbeck, of the University of Southern...
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...
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.
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...
Life is a series of negotiations. Whether we realize it or not, we negotiate all day, every day. In a recent interview, Jared Curhan put it like this: “Negotiation is a source of empowerment. It’s how we achieve things in the world.” But for most of us, negotiating isn’t easy or comfortable. See what tips Curhan shares to do it well in the associated article or watch the video.
Jared Curhan, the program Faculty Director, shares his thoughts on what defines a successful negotiation process.
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