Brian Gunia, PhD

Brian Gunia joined the Johns Hopkins Carey Business School in 2011 and is now a Professor of Management. Brian seeks to create and disseminate new knowledge about negotiating effectively in the real world, with the ultimate aim of helping people lead happier and more productive lives. His research focuses on evidence-based strategies for avoiding common negotiation mistakes and thriving in everyday negotiations, particularly with colleagues, friends, and family. Finally, and in addition to his work on negotiating effectively, Brian examines the interrelated, everyday imperative of sleeping sufficiently, with a focus on evidence-based strategies individuals and organizations can use to mitigate unhealthy sleep or at least harness it. Brian has authored a series of journal articles on these topics, along with a book called The Bartering Mindset and a blog called Life's Negotiable. Prior to joining academia, Brian worked as a management consultant.

Education

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

Research

Selected publications

Journal articles

• Desai, S., & Gunia, B. C. (2023). The interplay of gender and perceived sexual orientation at the bargaining table: A social dominance and intersectionalist perspective. Organizational Behavior and Human Decision Processes, 179, 104279.
• Gunia, B. C. (2022) Sleep and deception. Current Opinion in Psychology, 47, 101379. Gunia, B. C., Adler, A. B., Bliese, P. D., & Sutcliffe, K. M. (2021). How are you sleeping? Leadership support, sleep health, and work-relevant outcomes. Occupational Health Science, 5, 563-580.
• Gunia, B. C., Gish, J. J., & Mensmann, M. (2021). 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., 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(12), 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

• Phi Beta Kappa, 2003
• Contributing author to Outstanding Conference Paper—Student as a First Author.
• International Association of Conflict Management Conference. Thessaloniki, Greece, 2023.   
• Outstanding Reviewer Award, Academy of Management Perspectives, 2022.
• Poets & Quants Professor of the Week. August 2019.  Dean’s Award for Faculty Excellence. 2015-2019.
• Best paper proceedings. Academy of Management Conference, Chicago. 2018.
• Outstanding Reviewer Award, Academy of Management Perspectives, 2018.
• Outstanding Reviewer Award, Academy of Management Perspectives, 2017.
• Fellow, Johns Hopkins Institute for Applied Economics, Global Health, and the Study of Business Enterprise. 2014.
• Best paper proceedings. Academy of Management Conference, Philadelphia. 2014.
• Best paper proceedings. Academy of Management Conference, Orlando. 2013.
• Best Published Paper, International Association of Conflict Management Conference, Tacoma. 2013.
• Paying a price: Culture, trust, and negotiation consequences (Gunia, Brett, Nandkeolyar, & Kamdar, 2011).
• Winner, Kenneth E. Clark Student Research Award, Center for Creative Leadership and International Leadership Association. 2011.
• Best Student Paper, Conflict Management Division, Academy of Management Conference, San Antonio. 2011.
• The blame-taker’s dilemma.  Finalist, William H. Newman Award. Academy of Management Conference, San Antonio. 2011.
• Best paper proceedings. Academy of Management Conference, San Antonio. 2011.
• Best Student Paper, International Association of Conflict Management Conference, Istanbul. 2011.
• The blame-taker’s dilemma.  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

• Waking up early isn't necessarily better. (5/25/24). TIME.
• Here’s how sleep affects your career and tips to get better sleep. (7/12/22). Forbes
• Does having ADHD help or hurt entrepreneurs? (11/3/21). The Wall Street Journal
• Why working from home might promote more ethical decisions. (2/19/21). Forbes.
• 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.