Jared Curhan


Associate Professor of Work and Organization Studies

 

Jared Curhan

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.


Faculty Media

  • Mastering Difficult Situations Through Negotiation—In Life And At Work

    Life is a series of negotiations. Whether we realize it or not, we negotiate all day, every day.


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  • Seven Keys to Effective Negotiation

    Students learn essential negotiation tactics from MIT Sloan's Jared Curhan.


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  • Actually, Do Let Them See You Sweat

    "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...


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  • Work Up a Sweat, and Bargain Better

    "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...


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  • Gender Stereotypes in Negotiation: Does Sheryl Sandberg Have It Right?

    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...


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  • What Do People Value When They Negotiate?

    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.


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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 within First Five Minutes

    In this research study, MIT Sloan's Jared R. Curhan and Alex Pentland examine whether conversational dynamics occurring within the first five minutes of a negotiation can predict negotiated outcomes.


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Contact Information

Office: E62-320
Phone: (617) 253-5219
Fax: (617) 253-2660
Email: curhan@mit.edu
Website: http://web.mit.edu/curhan/www/
Support Staff
Name: Helen Yap
Phone: (617) 324-0349

Teaches In

Advanced Management Program May 29-Jun 28, 2018

Negotiation for Executives Apr 19-20, 2018 | Jul 19-20, 2018 | Oct 11-12, 2018

Mastering Difficult Situations through Negotiation

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.

Featured Content

Q&A with Jared Curhan

Jared Curhan, the program Faculty Director, shares his thoughts on what defines a successful negotiation process. Read More