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 and Chapters:
Curhan, J. R. (2022). Improve creative brainstorming with constructive criticism: Does criticism help or hinder creativity in brainstorming? It depends on the context. MIT Sloan Management Review, 63(4), 10-11.
Curhan, J. R., Overbeck, J. R., Cho, Y., Zhang, T., Yang, Y. (2022). Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation. Journal of Applied Psychology, 107, 78-94.
Curhan, J. R., Labuzova, T., & Mehta, A. (2021). Cooperative criticism: When criticism enhances creativity in brainstorming and negotiation. Organization Science, 32, 1256-1272.
Elfenbein, H. A., Curhan, J. R., & Eisenkraft, N. (2021). Consistency, presence, and contagion in negotiator behavior across partners: A round-robin study. Forthcoming at Personality and Social Psychology Bulletin.
Becker, W. J., & Curhan, J. R. (2018). The dark side of subjective value in sequential negotiations: The mediating role of pride and anger. Journal of Applied Psychology, 103, 74-87.
Elfenbein, H. A., Eisenkraft, N. Curhan, J. R., & DiLalla, L. F. (2018). On the relative importance of individual-level characteristics and dyadic interaction effects in negotiations: Variance partitioning evidence from a twins study. Journal of Applied Psychology, 103, 88-96.
Li, R., Curhan, J. R., Hoque, M. E. (2015). Role of Synchronized Facial Expressions to Predict Negotiation Outcome. IEEE Automated Face and Gesture Recognition (FG).
Brown, A. D., & Curhan, J. R. (2013). The Polarizing Effect of Arousal on Negotiation. Psychological Science, 24, 1928-1935.
- Short version published in Academy of Management Best Paper Proceedings (2012).
Curhan, J. R., & Brown, A. D. (2012). 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. (2012). 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. (2012). 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.
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. (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.
Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.
Teaching Materials:
Curhan, J. R., & Elfenbein, H. A. (2015). The subjective value inventory. In R. L. Lewicki, B. Barry, & D. M. Saunders (Eds.), Negotiation: Readings, exercises, and cases, 7th Ed. Boston, MA: McGraw-Hill Irwin.
Curhan, J. R., & Eisenkraft, N., & Elfenbein, H. A. (2013). How good a negotiator are you? The simplest negotiation exercise possible. Olin School of Business cases 2013-1012 and 2013-1011. The Case Centre, References 413-064-1 and 413-065-1. Also see 413-064-8.
Curhan, J. R. (1996). Meet or eat? Competition vs. collaboration. American Bar Association Update on Law-Related Education, 20, 17-21.
