Brian C. Gunia

Professor of Management

Johns Hopkins University

ABOUT ME

Thank you for visiting my website. I’m honored you’re here.

I’m a Professor of Management at the Johns Hopkins Carey Business School.

I study three common professional mistakes: negotiating ineffectively, acting unethically, and sleeping insufficiently.

Instead of dwelling on mistakes, however, I focus on simple, theoretically-motivated measures that individuals might take to negotiate more effectively, act more ethically, and sleep longer or better.

I’m especially interesting in how individuals can employ negotiation skills to lead better lives.

I teach a variety of negotiation and organizational behavior courses.

My book

The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation

Overview
Ever wonder why negotiating is so hard—why many of us don’t get the critical raise, can’t convince the teenager to get home on time, and never leave the car dealer feeling particularly good? According to The Bartering Mindset, the answer lies all around us—in our many daily monetary transactions. In particular, the book suggests that our daily exposure to money leads us to use think about negotiations as monetary transactions (adopt a “monetary mindset”), which prompts us to make counterproductive assumptions about negotiation and thus negotiate badly.

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From My Blog

  • Give negotiation a chance

    The Capitol insurrection on January 6th was effectively a rejection of negotiation. The most extreme adherents of the President, self-proclaimed artist of the deal, visibly revealed their rejection of negotiation as a workable method of conflict resolution. Instead, they chose violence. Joe Biden’s inauguration speech on Wednesday was effectively a call to give negotiation one […]

  • Negotiating your way through homeschooling and virtual learning

    As the school year approaches and COVID-19 drags on, many of us find ourselves faced with two potentially challenging options for educating our children: homeschooling or supervising their virtual learning (with the latter potentially resembling the former). Since neither permits a focal parent to do much else, both are likely to prove difficult. Since renegotiating […]

  • Negotiating your way through upheaval

    We live in an age of upheaval—political, social, and viral. So, I thought it might be useful to ponder the possibility that times of great upheaval call for great negotiation skills. Indeed, in unsettling times like these, negotiation is often the only way to make life negotiable. Consider the following five reasons why upheaval and […]

I’m especially interested In how individuals can use
Negotiation to Lead better Lives

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