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Young
Negotiators

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Vitae

picture of Jared Curhan

 

PUBLICATIONS

Books:

 

Curhan, J. R. (1998).  Young Negotiators.  Boston, MA: Houghton Mifflin Company.

      - Selected by U.S. Departments of Justice & Education as a model conflict resolution program (1996).

      - Translated into Hebrew, Israel Center for Negotiation and Mediation, Haifa, Israel (1998).

      - Translated into Arabic, Israel Center for Negotiation and Mediation, Haifa, Israel (1998).

      - Second edition published by SERA Learning, San Francisco, CA (2000).

      - Translated into Spanish, Fundación Poder Ciudadano, Buenos Aires, Argentina (2000).

      - Third edition published by Channing Bete Company, South Deerfield, MA (2003).

 

Articles:

 

Brown, A. D., & Curhan, J. R. (in press).  The Polarizing Effect of Arousal on Negotiation.  Psychological Science.

            - Short version published in Academy of Management Best Paper Proceedings (2012).

 

Curhan, J. R., Elfenbein, H. A., & Eisenkraft, N. (2010).  The objective value of subjective value: A multi-round negotiation study.  Journal of Applied Social Psychology, 40, 690-709.

 

Curhan, J. R., Elfenbein, H. A., & Kilduff, G. J. (2009).  Getting off on the right foot: Subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations.  Journal of Applied Psychology, 94, 524-534.

 

Bendersky, C., & Curhan, J. R. (2009) Cognitive dissonance in negotiation: Free choice or justification?  Social Cognition, 27, 455-474.

 

Curhan, J. R., Neale, M. A., Ross, L., & Rosencranz-Engelmann, J. (2008).  Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital.  Organizational Behavior and Human Decision Processes, 107, 192-205.

 

Elfenbein, H. A., Curhan, J. R., Eisenkraft, N., Shirako, A., & Baccaro, L. (2008).  Are some negotiators better than others? Individual differences in bargaining outcomes.  Journal of Research in Personality, 42, 1463–1475.

 

Amanatullah, E. T., Morris, M. W., & Curhan, J. R. (2008).  Negotiators who give too much:  Unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining.  Journal of Personality and Social Psychology, 95, 723-738.

 

Curhan, J. R., & Overbeck, J. R. (2008).  Making a positive impression in a negotiation: Gender differences in response to impression motivation.  Negotiation and Conflict Management Research, 1, 179-193.

 

Curhan, J. R., & Pentland, A. (2007).  Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes.  Journal of Applied Psychology, 92, 802-811.

 

Curhan, J. R., Elfenbein, H. A., & Xu, H. (2006).  What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation.  Journal of Personality and Social Psychology, 91, 493-512.

            - Most Influential Article Award, Academy of Management (2013).

            - Featured in Marketing Science Institute’s Working Paper Series (2005).

            - Featured in Thompson’s textbook, The Mind and Heart of the Negotiator (2005, 2009).

            - Featured in Lewicki et al.’s textbook, Negotiation (2006).

 

Mueller, J. S., & Curhan, J. R. (2006). Emotional intelligence and counterpart mood induction in a negotiation. International Journal of Conflict Management, 17, 110-128.

 

Curhan, J. R., Neale, M. A., & Ross, L. (2004).  Dynamic valuation: Preference changes in the context of face-to-face negotiations.  Journal of Experimental Social Psychology, 40, 142-151.

 

Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000).  Negotiation. Annual Review of Psychology, 51, 279-314.

 

Chapters:

 

Curhan, J. R., & Brown, A. D. (in press).  Parallel and divergent predictors of objective and subjective value in negotiation.  In K. S. Cameron and G. M. Spreitzer (Eds.) Oxford Handbook of Positive Organizational Scholarship.  Oxford, England:  Blackwell Publishers.

      - Outstanding Theoretical Paper Award, International Association for Conflict Management (2010).

 

Brown, A. D., & Curhan, J. R. (in press).  The utility of relationships in negotiation.  In G. E. Bolton and R. T. A. Croson (Eds.) Handbook of Conflict Resolution. Oxford, England: Oxford University Press.

 

Elfenbein, H. A., & Curhan, J. R. (in press).  The effects of subjective value on future consequences: Implications for negotiation strategies.  In B. Goldman and D. L. Shapiro (Eds.) The Psychology of Negotiation in the 21st Century Workplace.  New York: Psychology Press/Routledge.

 

Bazerman, M. H., Curhan, J. R., & Moore, D. A. (2001).  The death and rebirth of the social psychology of negotiation.  In G. J. O. Fletcher and M. S. Clark (Eds.) Blackwell Handbook of Social Psychology: Interpersonal Processes (pp. 196-228).  Oxford, England:  Blackwell Publishers.

 

Teaching Materials:

 

Curhan, J. R., & Elfenbein, H. A. (2007).  The subjective value inventory.  In R. L. Lewicki, B. Barry, & D. M. Saunders (Eds.), Negotiation: Readings, exercises, and cases, 5th Ed.  Boston, MA: McGraw-Hill Irwin.

 

Curhan, J. R. (1996).  Meet or eat?  Competition vs. collaboration.  American Bar Association Update on Law-Related Education, 20, 17-21.