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

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

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    • Tel: 617-253-5219
    • Fax: 617-253-2660
SCHOLARLY PAPERS

19

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45

Scholarly Papers (19)

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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 2,790 (10,240)
Citation 7

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

2.

Silence is Golden: Extended Silence, Deliberative Mindset, and Value Creation in Negotiation

Curhan, J. R., Overbeck, J. R., Cho, Y., Zhang, T., Yang, Y. (2020). Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation. Journal of Applied Psychology, Forthcoming, MIT Sloan Research Paper No. 5671-18
Number of pages: 55 Posted: 03 Feb 2021 Last Revised: 29 Sep 2021
Jared R. Curhan, Jen Overbeck, Yeri Cho, Teng Zhang and Yu Yang
Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Melbourne - Melbourne Business School, University of La Verne, Penn State Harrisburg and ShanghaiTech University - School of Entrepreneurship and Management
Downloads 1,205 (37,615)

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silence, integrative negotiation, bargaining, value creation, deliberative mindset, negotiation, nonverbal behavior, communication, system 1, system 2

3.

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
Jared R. Curhan, Margaret Neale, Lee D. Ross and Jesse Rosencranz-Engelmann
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Stanford Graduate School of Business, Stanford University - Department of Psychology and Stanford University
Downloads 1,112 (42,420)
Citation 2

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

4.

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

Downloads 939 (53,715)
Citation 7

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

Number of pages: 40 Posted: 02 Feb 2009
Hillary Anger Elfenbein, Jared R. Curhan, Noah Eisenkraft, Aiwa Shirako and Ashley D. Brown
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 569 (102,356)
Citation 4

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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
Hillary Anger Elfenbein, Ashley D. Brown, Jared R. Curhan, Noah Eisenkraft and Aiwa Shirako
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 370 (170,976)
Citation 3

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5.

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 875 (59,223)
Citation 4

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

6.

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 - Department of Psychology
Downloads 801 (66,722)

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

7.

Who Makes an Effective Negotiator? A Personality-Theoretic Approach to a Longstanding Question

Number of pages: 64 Posted: 10 Oct 2017
Hillary Anger Elfenbein, Jared R. Curhan, Noah Eisenkraft and Ashley D. Brown
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area and Massachusetts Institute of Technology (MIT)
Downloads 556 (106,652)
Citation 1

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Personality, Traits, Negotiation, Bargaining, Assertiveness

8.

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 539 (110,956)
Citation 3

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

9.

Cooperative Criticism: When Criticism Enhances Creativity in Brainstorming and Negotiation

Curhan, J. R., Labuzova, T., & Mehta, A. (2020). Cooperative criticism: When criticism enhances creativity in brainstorming and negotiation. Forthcoming in Organization Science., MIT Sloan Research Paper No. 6230-17
Number of pages: 46 Posted: 14 Nov 2020 Last Revised: 29 Sep 2021
Jared R. Curhan, Tatiana Labuzova and Aditi Mehta
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Massachusetts Institute of Technology (MIT) - Sloan School of Management and University of Toronto
Downloads 456 (135,902)
Citation 3

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innovation, brainstorming, negotiation, criticism, negative feedback, goal interdependence, cooperation, competition, conflict, creativity

10.

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

Number of pages: 39 Posted: 06 Jul 2007 Last Revised: 14 Jul 2008
Hillary Anger Elfenbein, Jared R. Curhan, Noah Eisenkraft, Aiwa Shirako and Lucio Baccaro
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 451 (137,779)
Citation 3

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negotiation, bargaining, individual differences, personality, subjective value

11.

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
Jared R. Curhan, Hillary Anger Elfenbein and Noah Eisenkraft
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 416 (151,317)
Citation 4

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

12.

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 378 (168,477)
Citation 8

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

13.

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

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 358 (178,990)

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

14.

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 University - Columbia Business School, Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 329 (196,082)
Citation 2

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personality, negotiation, distributive, integrative, relational accommodating

15.

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 306 (212,021)
Citation 1

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

16.

On the Relative Importance of Individual-Level Characteristics and Dyadic Interaction Effects in Distributive Negotiations: Variance Partitioning Evidence from a Twins Study

Journal of Applied Psychology, Forthcoming
Number of pages: 29 Posted: 11 Jul 2017
Hillary Anger Elfenbein, Noah Eisenkraft, Jared R. Curhan and Lisabeth DiLalla
Washington University in St. Louis, Olin School of Business, University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area, Massachusetts Institute of Technology (MIT) - Sloan School of Management and Southern Illinois University - School of Medicine
Downloads 140 (440,846)

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Negotiations, Bargaining, Individual Differences, Dyadic Interaction Effects, Social Relations Model

17.

Advancing AI Negotiations: New Theory and Evidence from a Large-Scale Autonomous Negotiations Competition

Number of pages: 32 Posted: 28 Mar 2025
Michelle Vaccaro, Michael Caosun, Harang Ju, Sinan Aral and Jared R. Curhan
affiliation not provided to SSRN, affiliation not provided to SSRN, Massachusetts Institute of Technology (MIT) - Sloan School of Management, Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 135 (453,819)

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Artificial intelligence, Computational social science, Human-AI interaction, Large language models, Negotiation theory

18.

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 132 (462,282)

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

19.

Negotiator Consistency, Counterpart Consistency, and Reciprocity in Behavior Across Partners: A Round-Robin Study

Elfenbein, H. A., Curhan, J. R., & Eisenkraft, N. (2022). Negotiator consistency, partner consistency, and reciprocity in behavior across partners: A round-robin study. Personality and Social Psychology Bulletin. In press.
Posted: 10 Mar 2022
Hillary Anger Elfenbein, Jared R. Curhan and Noah Eisenkraft
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management and University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area

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Negotiation; Bargaining, Social Relations Model, Consistency, Reciprocity