Brian Gunia, PhD

Associate Professor

Academic Discipline: Management & Organization

Areas of Interest:
Organizational problem-solving,
Organizational behavior,
Business ethics

Phone: (410) 234-9423



Brian Gunia, PhD (Management & Organizations, Northwestern University) joined the Johns Hopkins Carey Business School in 2011. He is an Associate Professor in the research track with expertise in the ways that people can help themselves and their organizational colleagues act more ethically and/or negotiate more effectively, particularly by proactively regulating their sleep patterns. Brian is the founder of the Johns Hopkins Business in Government (BIG) Initiative.

Honors & Distinctions

  • Outstanding Reviewer Award, Academy of Management Perspectives, 2017
  • Dean's Award for Faculty Excellence. 2015-2016
  • MPH/MBA Faculty Recognition Award, 2016
  • The Johns Hopkins University Alumni Association Excellence in Teaching Award, 2015
  • Speaker Contest Winner, Next Generation of Government Training Summit, Arlington, July 2014.
  • Recipient, Best Published Paper Award, International Association of Conflict Management Conference, Tacoma, July 2013
  • First recipient, Johns Hopkins EMBA Leadership and Management Teaching Award, March 2013
  • Winner, Kenneth E. Clark Student Research Award, Center for Creative Leadership, August 2011
  • Best Student Paper Award, Academy of Management Conference, Conflict Management Division, San Antonio, August 2011
  • Finalist, William H. Newman Award, Academy of Management, San Antonio, August 2011
  • Best Student Paper Award, International Association of Conflict Management, Istanbul, July 2011
  • Nominee, Kellogg School of Management’s L.G. Lavengood Professor of the Year Award, June 2011
  • Finalist, University of Notre Dame Excellence in Ethics Dissertation Proposal Competition, Chicago, May 2010
  • Summa cum Laude, Washington University in St. Louis, 2003
  • Phi Beta Kappa, 2003

Selected Publications

  • Gunia, B.S. Deceptive negotiating: The role of the environmental cue. Academy of Management Perspectives. (in press).
  • Gunia, B.C. The sleep trap: Do sleep problems prompt entrepreneurial motives but undermine entrepreneurial means? Academy of Management Perspectives. (in press).
  • Brett, J. M., Gunia, B. C., & Teucher, B. M. Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives. (in press).
  • Adler, A.B., Gunia, B.C., Bliese, P.D., Kim, P.Y., & LoPresti, M.L. (2017). Using actigraphy feedback to improve sleep in soldiers: An exploratory trial. Sleep Health: Journal of the National Sleep Foundation, 3(2), 126-131.
  • Gunia, B. C. & Kim, S. Y. (2016). The behavioral benefits of other people’s deviance. Group Processes & Intergroup Relations, 19, 653-675.
  • Gunia, B. C., Brett, J. M., & Gelfand, M. J. (2016). The science of culture and negotiation. Current Opinion in Psychology, 8, 78-83.
  • Rousseau, D. M. & Gunia, B. C. (2016). Evidence-based practice: The psychology of EBP implementation. Annual Review of Psychology, 67, 667-692.
  • Gunia, B. C., Sipos, M. L., LoPresti, M., & Adler, A. B. (2015). Sleep leadership in high-risk occupations: An investigation of soldiers on peacekeeping and combat missions. Military Psychology, 27(4), 197-211.
  • Pascual-Ezama, D., Fosgaard, T. R., Cardenas, J. C., Kujal, P., Vesztag, R., Gil-Gomez de Liano, B., Gunia, B. C., et al. (2015). Context dependent cheating: Experimental evidence from 16 countries. Journal of Economic Behavior and Organization, 116, 379-386.
  • Barnes, C., Gunia, B. C, Wagner, D. T. (2015). Sleep and moral awareness. Journal of Sleep Research, 24, 181-188.
  • Gunia, B. C. & Murnighan, J. K. (2015). The tell-tale look: Viewing time, preferences, and prices. PLOS ONE.
  • Gunia, B. C., Barnes, C. M., & Sah, S. (2014). The morality of larks and owls: Unethical behavior depends on chronotype in addition to time-of-day. Psychological Science, 25(12), 2272-2274.
  • Gunia, B. C., Swaab, R. I., Sivanathan, N. & Galinsky, A. D. (2013). The remarkable robustness of the first-offer effect: Across culture, power, and issues. Personality and Social Psychology Bulletin, 39(12), 1547-1558.
  • Gelfand, M. J., Brett, J. M., Gunia, B. C., Imai, L., Huang, T. J., & Hsu, B. F. (2013). Toward a culture-by-context perspective on negotiation: Negotiating teams in the U.S. and Taiwan. Journal of Applied Psychology, 98(3), 504-513.
  • Simon, M., Gunia, B. C., Martin, E. J., Foucar, C. E., Kundu, T., & Emanuel, L. L. (2013). Path toward economic resilience for family caregivers: Mitigating household deprivation and the health care talent shortage at the same time. The Gerontologist, 53(5), 861-873.
  • Gunia, B. C., Wang, L., Huang, L., Wang, J., & Murnighan, J.K. (2012). Contemplation and conversation: Subtle influences on moral decision making. Academy of Management Journal, 55(1), 13-33.
  • Gunia, B. C., Brett, J.M., Nandkeolyar, A., & Kamdar, D. (2011). Paying a price: Culture, trust, and negotiation consequences. Journal of Applied Psychology, 96(4), 774-789.
  • Thompson, L. L., Wang, J., & Gunia, B. C. (2010). Negotiation. Annual Review of Psychology, 61, 491-515.
  • Gunia, B. C., Sivanathan, N., & Galinsky, A.D. (2009). Vicarious entrapment: Your sunk costs, my escalation of commitment. Journal of Experimental Social Psychology, 45(6), 1238-1244.
  • Cohen, T., Gunia, B. C., Kim, S. Y., & Murnighan, J. K. (2009). Do groups lie more than individuals? Honesty and deception as a function of strategic self-interest. Journal of Experimental Social Psychology, 45(6), 1321-1324.

Works In Progress

  • Gunia, B. C., and Levine, E. E. Deception as competence: The effect of occupation on ethical judgment and behavior.
  • Gunia, B. C., Adler, A. B., Sutcliffe, K. M., & Bliese, P. D. Awake and resilient? Sleep leadership, sleep health, and psychological health in the workplace.
  • Bhatia, N. & Gunia, B. C. (shared first authorship). “I was going to offer $10,000 but…”: The effects of phantom anchors in negotiation.
  • Sun, X., & Gunia, B. C. Economic resources and corporate social responsibility.
  • Gunia, B. C. Ethics in negotiation: Causes and consequences.
  • Gunia, B. C., Carriere, K., & Pei, Y. “You don’t want to do that”: Economic self-sacrifice in service of self-interest.
  • Gunia, B. C., Gish, J. J., & Mensmann, M. The weary founder: Sleep problems and entrepreneurial motives.