Jared R. Curhan

Massachusetts Institute of Technology (MIT) - Sloan School of Management

Sloan Distinguished Associate Professor of Organization Studies

50 Memorial Drive, E52-554

Cambridge, MA 02142

United States

SCHOLARLY PAPERS

13

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CITATIONS
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59

Scholarly Papers (13)

1.

What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation

MIT Sloan Research Paper No. 4544-05, Marketing Science Institute Report, IACM 18th Annual Conference, Journal of Personality and Social Psychology, 91, 493-512, 2006
Number of pages: 64 Posted: 20 May 2005 Last Revised: 05 Sep 2012
Jared R. Curhan, Hillary Anger Elfenbein and Heng Xu
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and Massachusetts Institute of Technology (MIT)
Downloads 2,061 (4,613)
Citation 22

Abstract:

Negotiation, social psychological outcomes, subjective value, conflict resolution, dispute resolution, affect, emotions, satisfaction, self-image, relationships, impressions, justice, fairness

2.

Relational Accommodation in Negotiation: Effects of Egalitarianism and Gender on Economic Efficiency and Relational Capital (Formerly the O. Henry Effect: The Impact of Relational Norms on Negotiation Outcomes)

Harvard PON Working Paper No. 04-122; MIT Sloan Working Paper No. 4509-04; AoM Conflict Management Division 2002 Mtgs. No. 14092, Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 45 Posted: 15 Sep 2004
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Stanford Graduate School of Business, Stanford University - Psychology and Stanford University
Downloads 1,010 (15,841)
Citation 2

Abstract:

Negotiation, egalitarianism, hierarchy, power distance, gender, relational self-construal, relational satisficing, organizational culture, relational capital, economic outcomes, joint value, O. Henry Effect

3.

Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation

MIT Sloan Working Paper No. 4253-02; Harvard PON Working Paper, Journal of Experimental Social Psychology, Vol. 40, pp. 142-151, 2004
Number of pages: 35 Posted: 31 May 2002
Jared R. Curhan, Margaret Neale and Lee D. Ross
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Stanford Graduate School of Business and Stanford University - Psychology
Downloads 706 (26,681)
Citation 2

Abstract:

Dynamic Valuation, Negotiation, Conflict Resolution, Reactive Devaluation, Reactance, Dissonance, Self-perception, Attribution Theory, Preference Change

4.

Thin Slices of Negotiation: Predicting Outcomes from Conversational Dynamics Within the First Five Minutes

Journal of Applied Psychology, Vol. 92, pp. 802-811, 2007
Number of pages: 31 Posted: 26 Mar 2007 Last Revised: 13 Jul 2008
Jared R. Curhan and Alex Pentland
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT)
Downloads 660 (28,890)
Citation 6

Abstract:

Negotiation, thin slices, conversational dynamics, speech features, nonverbal, communication, artificial intelligence

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

Number of pages: 40 Posted: 02 Feb 2009
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School, University of California, Berkeley - Haas School of Business and Massachusetts Institute of Technology (MIT)
Downloads 303 (78,130)
Citation 1

Abstract:

negotiation, individual differences, behavior, processes

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 21 May 2010
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT), Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School and University of California, Berkeley - Haas School of Business
Downloads 302 (78,437)
Citation 1

Abstract:

6.

Cognitive Dissonance in Negotiation: Free Choice or Counter-Attitudinal Justification?

IACM 2006 Meetings Paper
Number of pages: 29 Posted: 12 Jul 2006
Corinne Bendersky and Jared R. Curhan
University of California, Los Angeles (UCLA) - Human Resources & Organizational Behavior (HROB) Area and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 355 (60,208)
Citation 2

Abstract:

Cognitive dissonance, reactance, free-choice, counter-attitudinal justification, negotiation, conflict resolution

7.

Negotiator Preference Change: Motivational vs. Informational Mechanisms for Dynamic Valuation

MIT Sloan Working Paper No. 4306-03; 16th Annual IACM Conference Melbourne, Australia
Number of pages: 13 Posted: 16 May 2003
Corinne Bendersky and Jared R. Curhan
University of California, Los Angeles (UCLA) - Human Resources & Organizational Behavior (HROB) Area and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 297 (78,042)

Abstract:

Negotiation, Preference Changes, Self-perception, Dissonance, Reactance, Reactive Devaluation

8.

Are Some Negotiators Better than Others? Individual Differences in Bargaining Outcomes

Number of pages: 39 Posted: 06 Jul 2007 Last Revised: 14 Jul 2008
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School, University of California, Berkeley - Haas School of Business and Massachusetts Institute of Technology (MIT)
Downloads 286 (78,610)
Citation 7

Abstract:

negotiation, bargaining, individual differences, personality, subjective value

9.

The Objective Value of Subjective Value: A Multi-round Negotiation Study

MIT Sloan Research Paper No. 4696-08, Journal of Applied Social Psychology, Forthcoming
Number of pages: 31 Posted: 17 Mar 2007 Last Revised: 26 Jul 2008
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and University of Pennsylvania - The Wharton School
Downloads 281 (81,342)
Citation 4

Abstract:

negotiation, subjective value, objective value, economic outcomes, satisfaction, social psychological outcomes, relationships, attitudes, longitudinal, experiment

10.

Negotiators Who Give Too Much: Unmitigated Communion, Relational Anxieties, and Economic Costs in Distributive and Integrative Bargaining

Journal of Personality and Social Psychology, Forthcoming
Number of pages: 56 Posted: 17 Mar 2008
Emily T. Amanatullah, Michael Morris and Jared R. Curhan
Georgetown University Women's Leadership Institute, Columbia Business School - Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 247 (95,408)
Citation 7

Abstract:

personality, negotiation, distributive, integrative, relational accommodating

11.

Getting Off on the Right Foot: Subjective Value versus Economic Value in Predicting Longitudinal Job Outcomes from Job Offer Negotiations

Journal of Applied Psychology, Forthcoming
Number of pages: 37 Posted: 26 Mar 2007 Last Revised: 28 Jul 2008
Jared R. Curhan, Hillary Anger Elfenbein and Gavin Kilduff
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and University of California, Berkeley - Haas School of Business
Downloads 238 (97,457)
Citation 5

Abstract:

employment negotiation, social psychological outcomes, economic outcomes, subjective value, job satisfaction, compensation satisfaction, turnover, trust, relationships, longitudinal

12.

Parallel and Divergent Predictors of Objective and Subjective Value in Negotiation

OXFORD HANDBOOK OF POSITIVE ORGANIZATIONAL SCHOLARSHIP, K. S. Cameron and G. M. Spreitzer, Eds., Oxford, England: Blackwell Publishers, Outstanding Theoretical Paper Award, International Association for Conflict Management, 2010
Number of pages: 32 Posted: 20 May 2010 Last Revised: 15 Feb 2011
Jared R. Curhan and Ashley D. Brown
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT)
Downloads 130 (157,012)
Citation 1

Abstract:

negotiation, subjective value, objective value, individual differences, negotiator behaviors, negotiator strategies

13.

The Polarizing Effect of Arousal on Negotiation

Psychological Science, Forthcoming
Number of pages: 24 Posted: 09 Feb 2013
Ashley D. Brown and Jared R. Curhan
Massachusetts Institute of Technology (MIT) and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 71 (237,822)

Abstract:

negotiation, misattribution of arousal, emotions, subjective value, economic outcomes