Jared R Curhan

Massachusetts Institute of Technology (MIT), Sloan School of Management, Faculty Member

Followers

Following

Total Views

Negotiation +3

uploads

Papers

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

Personality and Social Psychology Bulletin

This research takes a new perspective on the long-standing mystery of personality in negotiation,... more This research takes a new perspective on the long-standing mystery of personality in negotiation, which has seen decades of null and inconsistent findings. Grounded in interactionist theories defining personality as consistency in behaviors when placed multiple times in the same situation, the investigation examines consistency in individuals’ behavioral profiles across negotiation partners. Such consistency supports efforts to identify enduring dispositions that can predict objective and subjective outcomes. A comprehensive set of behaviors related to negotiation was coded in a round-robin study using groups of four negotiators who each took turns working with each other person. Analysis using Kenny’s Social Relations Model revealed evidence for extensive actor effects (indicating consistency in negotiators’ behavior), as well as moderate partner effects (indicating consistency in counterparts’ behavior) and dyadic reciprocity (indicating similarity in the behavior of negotiators a...

Cooperative Criticism: When Criticism Enhances Creativity in Brainstorming and Negotiation

Organization Science, 2021

Long-standing wisdom holds that criticism is antithetical to effective brainstorming because it i... more Long-standing wisdom holds that criticism is antithetical to effective brainstorming because it incites intragroup conflict. However, a number of recent studies have challenged this assumption, suggesting that criticism might actually enhance creativity in brainstorming by fostering divergent thinking. Our paper reconciles these perspectives with new theory and a multimethod investigation to explain when and why criticism promotes creativity in brainstorming. We propose that a cooperative social context allows criticism to be construed positively, spurring creativity without inciting intragroup conflict, whereas a competitive social context makes criticism more divisive, leading to intragroup conflict and a corresponding reduction in creativity. We found support for this theory from a field experiment involving 100 group brainstorming sessions with actual stakeholders in a controversial urban planning project. In a cooperative context, instructions encouraging criticism yielded more...

The Dark Side of Negotiation: When Negotiation Undermines Organizational Commitment

Academy of Management Proceedings, 2019

Researchers and practitioners highly encourage job candidates to negotiate their employment agree... more

Giving Away Too Much: Extreme Relational Orientation and Self-sacrifice at the Bargaining Table

Download

When Criticism Enhances Creativity in Brainstorming: The Moderating Role of Group Purpose

Academy of Management Proceedings, 2016

Historically, scholars and practitioners have asserted that criticism is harmful for group brains... more

The Polarizing Effect of Arousal on Negotiation

This research examines the impact of physiological arousal on negotiation outcomes. Conventional ... more This research examines the impact of physiological arousal on negotiation outcomes. Conventional wisdom and extant prescriptive literature suggest that arousal should be minimized given its negative effect on negotiations, while prior research on misattribution of arousal suggests that arousal might polarize outcomes, either negatively or positively. In two experiments, we manipulated arousal and measured its effect on subjective and objective negotiation outcomes. Results support the polarization effect. When participants had negative prior attitudes toward negotiation, arousal had a detrimental effect on outcomes, whereas when participants had positive prior attitudes toward negotiation, arousal had a beneficial effect on outcomes, due to the construal of arousal as negative or positive affect respectively. Findings have important implications not only for negotiation, but also for research on misattribution of arousal, which previously has focused on the target of evaluation, in ...

Download

Negotiating Through Agents: A Principal-Focused Agency Model in Representative Negotiations

Extreme relational orientation-1 Running Head : EXTREME RELATIONAL ORIENTATION Giving Away Too Much : Extreme Relational Orientation and Self-sacrifice at the Bargaining

The authors identify an individual difference dimension that is an important predictor of distrib... more The authors identify an individual difference dimension that is an important predictor of distributive bargaining behavior. In three studies the “unmitigated communion” scale (Fritz & Helgeson, 1998) is used to measure extreme relational orientation, the degree to which individuals have a self-sacrificing concern for others. Results from three studies support convergent and discriminant construct validity of this dimension in a management student population. Moreover, this construct predicts the extent to which individuals give away value in their negotiations to a greater degree than other dimensions extant in the negotiation literature. This was found with a survey measure of accommodating behavior in everyday conflicts (Studies 1 and 2) and with a measure of value claiming in a negotiation experiment (Study 3).

Understanding Social Interpersonal Interaction via Synchronization Templates of Facial Events

Automatic facial expression analysis in inter-personal communication is challenging. Not only bec... more Automatic facial expression analysis in inter-personal communication is challenging. Not only because conversation partners’ facial expressions mutually influence each other, but also because no correct interpretation of facial expressions is possible without taking social context into account. In this paper, we propose a probabilistic framework to model interactional synchronization between conversation partners based on their facial expressions. Interactional synchronization manifests temporal dynamics of conversation partners’ mutual influence. In particular, the model allows us to discover a set of common and unique facial synchronization templates directly from natural interpersonal interaction without recourse to any predefined labeling schemes. The facial synchronization templates represent periodical facial event coordinations shared by multiple conversation pairs in a specific social context. We test our model on two different dyadic conversations of negotiation and job-int...

Download

Words Will Never Hurt Me? Managing Conflict through Communication

Academy of Management Proceedings

The Emerging Role of Artificial Intelligence in the Study and Practice of Negotiation & Mediation

Academy of Management Proceedings

This symposium explores how the rapidly growing field of artificial intelligence might transform ... more

Wisdom in Simplicity

Negotiation Journal, 2017

Cooperative Criticism: When Criticism Enhances Creativity in Brainstorming and Negotiation

Organization Science

Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation

Journal of Applied Psychology

We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theor... more We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theoretical perspectives are tested—(1) an internal reflection perspective, whereby silence leads to a deliberative mindset, which in turn prompts value creation, and (2) a social perception perspective, whereby silence leads to intimidation and value claiming. Study 1 reveals a direct correlation between naturally-occurring silent pauses lasting at least 3 seconds (extended silence) and value creation behaviors and outcomes. Study 2 shows that instructing one or both parties to use extended silence leads to value creation. Additional studies establish a mechanism for this effect, whereby negotiators who use extended silence show evidence of greater deliberative mindset (Study 3) and a reduction in fixed-pie perceptions (Study 4), both of which are associated with value creation. Taken together, our findings are consistent with the internal reflection perspective, whereby extended silence increases value creation by interrupting default, fixed-pie thinking and fostering a more deliberative mindset. Findings of Study 3 also suggest a boundary condition whereby when status differences are salient, the use of silence by higher-status parties leads to value creation, whereas the use of silence by lower-status parties does not. Finally, Study 4 shows that instructing negotiators to use silence is more effective for value creation than instructing them to problem-solve. Challenging the social perception perspective that silence is a form of intimidation, we find no evidence for any associations between extended silence and the proportion of value claimed or subjective value of the counterpart.

Misattribution and Eye of the Beholder: Effect of Arousal on Negotiation Depends on Prior Attitudes

Academy of Management Proceedings, 2012

Predicting video-conferencing conversation outcomes based on modeling facial expression synchronization

2015 11th IEEE International Conference and Workshops on Automatic Face and Gesture Recognition (FG), 2015

Download

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

SSRN Electronic Journal

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

Negotiations are inherently dyadic. Negotiators&amp;amp;amp;amp;#39; individual-level charact... more Negotiations are inherently dyadic. Negotiators&amp;amp;amp;amp;#39; individual-level characteristics may not only make them perform better or worse in general, but also may make them particularly well- or poorly-suited to negotiate with a particular counterpart. The present research estimates the extent to which performance in a distributive negotiation is affected by (a) the negotiators&amp;amp;amp;amp;#39; individual-level characteristics and (b) dyadic interaction effects that are defined by the unique pairings between the negotiators and their counterparts. Because negotiators cannot interact multiple times without carryover effects, we estimated the relative importance of these factors with a new methodology that used twin siblings as stand-ins for each other. Participants engaged in a series of 1-on-1 negotiations with counterparts while, elsewhere, their cotwins engaged in the same series of 1-on-1 negotiations with the cotwins of those counterparts. In these data, dyadic interaction effects explained more variation in negotiation economic outcomes than did individual differences, whereas individual differences explain more than twice as much of the variation in subjective negotiation outcomes than did dyadic interaction effects. These results suggest dyadic interaction effects represent an understudied area for future research, particularly with regard to the economic outcomes of negotiations. (PsycINFO Database Record

The Dark Side of Subjective Value in Sequential Negotiations: The Mediating Role of Pride and Anger

Journal of Applied Psychology

Scholars who study negotiation increasingly recognize the importance of social context, seeing ne... more Scholars who study negotiation increasingly recognize the importance of social context, seeing negotiations not merely as 1-shot interactions but as influenced by what came before. Under this longitudinal conceptualization of negotiation, a number of recent studies demonstrate that social psychological outcomes from prior negotiations are positively related to economic performance in subsequent negotiations when negotiating repeatedly with the same counterpart. In this report, we investigate a counterexample in the context of &amp;amp;amp;amp;quot;sequential negotiations,&amp;amp;amp;amp;quot; which we define as multiple negotiation sessions that occur within a short time frame but facing different counterparts in each session. We theorize, in sequential negotiations, that subjective value from 1 negotiation should be negatively related to objective outcomes in a subsequent negotiation because of spillover effects of incidental anger and pride. We test this model in 2 studies: a multiround lab study with a student sample and a longitudinal field study with employees negotiating as part of their jobs. Results from both studies support the hypothesized negative relationship between subjective value from an initial negotiation and the objective outcome from a subsequent negotiation with a different counterpart. The mediating role of pride is supported partially in Study 1 and fully in Study 2, whereas the mediating role of anger is not supported in either study. We discuss implications for negotiation theory and practice. (PsycINFO Database Record