My research investigates simple interventions that can improve the efficiency and ethicality of people’s decisions in organizations.
- NEW! Gunia, B. C., Brett, J. M., Nandkeolyar, A. (2014). Trust me, I’m a negotiator: Using cultural universals to negotiate effectively, globally. Organizational Dynamics, 43, 27-36.
- 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 (lead article).
- 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. In-press at The Gerontologist.
- 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.
- Gunia, B. C. (2011). The blame-taker’s dilemma. Academy of Management Best Paper Proceedings.
- Corgnet, B. and Gunia, B. C. (2010). Did I do that? Group positioning and asymmetry in attributional bias. Negotiation and Conflict Management Research, 3(4), 358-378.
- 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.
- Congress flunks negotiation 101. Op-ed in The Baltimore Sun. http://www.baltimoresun.com/news/opinion/oped/bs-ed-congress-budget-negotiations-20131002,0,2278840.story.
- Gunia, B. C. (2012) On the fiscal cliff, neither side should compromise. Op-ed in The Baltimore Sun. http://www.baltimoresun.com/news/opinion/oped/bs-ed-against-compromise-20121205,0,2807836.story.
- Gunia, B. C., Brett, J. M., & Nandkeolyar, A. (2012). In cross-cultural negotiations, it’s all about trust. Harvard Business Review. http://hbr.org/2012/12/in-global-negotiations-its-all-about-trust/ar/1.
- Gunia, B. C. (2011). The cult of compromise. Washington Business Journal. The Cult of Compromise.
- Gunia, B. C. (2011). The cult of compromise. Baltimore Business Journal. The Cult of Compromise.
- Gunia, B. C., Wang, L., Huang, L., Wang, J., Murnighan, J. K. (2011). Tipping the scales toward ethics. Forbes.com. www.forbes.com/2011/06/16/make-people-choose-right-over-wrong.html.
- Galinsky, A. D., Gunia, B. C., & Sivanathan, N. (2009). The insider succession trap. Forbes.com. www.forbes.com/2009/10/22/insider-succession-planning-leadership-ceonetwork-governance.html.
- Teucher, B. M., Brett, J. M., & Gunia, B. C. (In-press). Negotiation. The SAGE Handbook of Conflict Communication: Integrating Theory, Research, and Practice, 2nd Ed. Thousand Oaks, CA: Sage Publications.
Selected Papers Under Review and In-Progress
- Gunia, B. C. The blame bias: Forgoing the benefits of blame-taking.
- Gunia, B. C. and Shim, S. Falling on the sword: When and why to take blame.
- Gunia, B. C. & Kim, S. Y. The behavioral benefits of other people’s failures.
- Gunia, B. C., Hsu, D., Shim, S., Nordgren, L., & Murnighan, J. K. The unconscious conscience: Ethical decision making and unconscious thought.
- Brett, J. M., Teucher, B. M., & Gunia, B. C. Culture and negotiation: Resolving
- Gunia, B. C. and Murnighan, J. K. It’s a moral thing: The perception of injunctive and descriptive group norms.
- Gunia, B. C. and Murnighan, J. K. The tell-tale gaze.
To all of my collaborators and to the Dispute Resolution Research Center at Northwestern University, which funded much of this research.