Brian Gunia, PhD

Brian Gunia joined the Johns Hopkins Carey Business School in 2011. He is a Professor and the Associate Dean for Academic Programs. 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. As Associate Dean for Academic Programs, Brian works with faculty and staff to ensure curricular excellence across academic programs. Prior to joining academia, Brian worked as a consultant at Deloitte.

Education

• Ph. D, Management & Organization, Northwestern University
• MS, Management & Organization, Northwestern University
• BA, Economics and Finance, Washington University

Research

Selected publications

Journal articles

• Gunia, B. C., Gish, J. J., & Mensmann, M. (2021). The weary founder: Sleep problems, ADHD-like tendencies, and entrepreneurial intentions. Entrepreneurship Theory & Practice, 45, 175-210.
• 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, 152, 122-137.
• (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. 
• 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, 197-211.
• 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, 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, 1547-1558.
• 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, 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, 774-789.

Books

• Gunia, B. C. (2019). The Bartering Mindset: A Mostly Forgotten Framework for Mastering your Next Negotiation. Toronto: University of Toronto Press.

Teaching

Current

• Negotiation

Previous

• Negotiation (Online)
• Solving Organizational Problems

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

Impact and engagement

Policy

• Walter Reed Army Institute of Research. Research collaboration, 2013-Present

In the media

• The best books that will make you a master negotiator. (8/7/19). Forbes.
• The jobs where liars excel. (6/26/19). BBC.
• Why you may be prone to hiring a liar, and not even know it. (6/19/19). ScienceDaily.
• Become a better negotiator by not thinking about money. (5/21/19). Barron’s. 
• A fresh approach to negotiation. (5/16/19). Curious Minds Podcast. 
• Managing change? Manage your environment. (4/14/19). Forbes. 
• Are you underpaid? The bartering mindset can help. (2/18/19). Barron’s. 
• New office hours aim for well rested, more productive workers. (12/24/18).The New York Times. 
• Thinking about it. (10/23/18). National Affairs. 
• Should you start your day at 2:30 in the morning? (9/24/18). BBC. 
• Trust matters the most in negotiations. (10/23/17). Forbes India. 
• Daylight-saving time is bad for your relationships. (3/9/15). The Wall Street Journal.
• The Monday after the switch to Daylight Savings Time is disastrous for all kinds of workers. (3/9/15). Business Insider. 
• No, mornings don’t make you moral. (2/25/15). The New Yorker. 
• This flowchart proves 99 percent of work meetings are garbage. (2/12/15). Huffington Post.