Brian Gunia

Brian Gunia, PhD

Associate Professor
Management & Organization
Areas of Interest
Negotiations, Ethical decision-making, Sleep, Organizational behavior

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. Brian studies three ways that people commonly jeopardize their careers: by acting unethically, negotiating ineffectively, and sleeping insufficiently. Instead of focusing on self-defeating choices themselves, however, he focuses on simple, theoretically-motivated measures that might enable individuals to act more ethically, negotiate more effectively, and sleep longer or better. Brian is the author of a negotiation blog called Life's Negotiable and a negotiation book called The Bartering Mindset. Brian founded the Johns Hopkins Business in Government (BIG) Initiative.

Honors and distinctions

  • Poets & Quants Professor of the Week. August 2019
  • Outstanding Reviewer Award, Academy of Management Perspectives, 2017-2018
  • Dean's Award for Faculty Excellence. 2015-2018
  • MPH/MBA Faculty Recognition Award, 2016
  • The Johns Hopkins University Alumni Association Excellence in Teaching Award, 2015
  • Recipient, Best Published Paper Award, International Association of Conflict Management Conference, Tacoma, July 2013
  • 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
  • Kellogg Graduate Student Teaching Award, 2009-2010
  • 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

Journal articles
  • Gunia, B. C. & Levine, E. E. (2019). Deception as competence: The effect of occupational stereotypes on the perception and proliferation of deception. Organizational Behavior and Human Decision Processes, 122-137.
  • Gunia, B. C. (2019). Ethics in negotiation: Causes and consequences. Academy of Management Perspectives, 33, 3-11.
  • Gunia, B. C. (2019). Deceptive negotiating: The role of the environmental cue. Academy of Management Perspectives, 33, 43-61.
  • (Co-first authorship) Bhatia, N. & Gunia, B. C. (2018). “I was going to offer $10,000 but…”: The effects of phantom anchors in negotiation. Organizational Behavior and Human Decision Processes, 148, 70-86.
  • Sun, X., & Gunia, B. C. (2018). Economic resources and corporate social responsibility. Journal of Corporate Finance, 51, 332-351. 
  • Gunia, B. C. (2018). The sleep trap: Do sleep problems prompt entrepreneurial motives but undermine entrepreneurial means? Academy of Management Perspectives, 32, 228-242.
  • Brett, J. M., Gunia, B. C., & Teucher, B. M. (2017). Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives, 31, 288-308.
  • 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., 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.
  • 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.
  • Gunia, B. C. (2019). The Bartering Mindset: A Mostly Forgotten Framework for Mastering your Next Negotiation. Toronto: University of Toronto Press.