July 8, 2013 -- Brian Gunia, an assistant professor at the Johns Hopkins Carey Business School, received the award for Outstanding Published Journal Article from the International Association for Conflict Management at its recent annual conference in Tacoma, Washington.
Gunia was recognized for the paper “Paying a price: Culture, trust, and negotiation consequences,” published July 2011 in the Journal of Applied Psychology(http://psycnet.apa.org/journals/apl/96/4/774/). He was the lead author of the article, joined by co-authors Jeanne Brett of Northwestern University and Amit Nandkeolyar and Dishan Kamdar of the Indian School of Business.
The paper argues that varying levels of trust account for the divergent bargaining strategies observed among people from different cultures. Consequently, negotiators from less trusting cultures (for example, India) tend to engage in counterproductive behaviors that lead to poor outcomes, unless they can overcome their propensity to distrust.
A member of the Johns Hopkins Carey Business School faculty since 2011, Gunia holds a PhD in management and organizations from Northwestern University. His research and teaching interests are in the areas of negotiation, ethical decision making, and organizational failure.
The International Association for Conflict Management, founded in 1984, is a membership-based organization of practitioners and university faculty and doctoral students from around the world. It aims to encourage scholars and practitioners to develop and disseminate theory, research, and experience useful for understanding and improving conflict management in family, organizational, societal, and international settings.
The IACM has 350 members, and its activities include the annual conference and publication of the NCMR journal, Negotiations and Conflict Management Research, and the Signal newsletter.