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Jared R. Curhan, Ph.D.

Affiliations: 
Stanford University, Palo Alto, CA 
Area:
Social psychology
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"Jared Curhan"
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Lee Ross grad student 2001 Stanford
 (The "O. Henry Effect": The impact of organizational culture, national culture, and gender on negotiation.)

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Publications

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Elfenbein HA, Eisenkraft N, Curhan JR, et al. (2017) On the Relative Importance of Individual-Level Characteristics and Dyadic Interaction Effects in Negotiations: Variance Partitioning Evidence From a Twins Study. The Journal of Applied Psychology
Becker WJ, Curhan JR. (2017) The Dark Side of Subjective Value in Sequential Negotiations: The Mediating Role of Pride and Anger. The Journal of Applied Psychology
Brown AD, Curhan JR. (2013) The polarizing effect of arousal on negotiation. Psychological Science. 24: 1928-35
Curhan JR, Elfenbein HA, Eisenkraft N. (2010) The objective value of subjective value: A multi-round negotiation study Journal of Applied Social Psychology. 40: 690-709
Curhan JR, Elfenbein HA, Kilduff GJ. (2009) Getting off on the right foot: subjective value versus economic value in predicting longitudinal job outcomes from job offer negotiations. The Journal of Applied Psychology. 94: 524-34
Bendersky C, Curhan JR. (2009) Cognitive dissonance in negotiation: Free choice or justification? Social Cognition. 27: 455-474
Elfenbein HA, Curhan JR, Eisenkraft N, et al. (2008) Are Some Negotiators Better Than Others? Individual Differences in Bargaining Outcomes. Journal of Research in Personality. 42: 1463-1475
Amanatullah ET, Morris MW, Curhan JR. (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: 723-38
Curhan JR, Overbeck JR. (2008) Making a Positive Impression in a Negotiation: Gender Differences in Response to Impression Motivation Negotiation and Conflict Management Research. 1: 179-193
Curhan JR, Neale MA, Ross L, et al. (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
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