My research focuses on 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, I focus on simple, theoretically-motivated measures that individuals can take to act more ethically, negotiate more effectively, and sleep longer or better. 

Select Academic Articles

Select Popular Articles

Select Book Chapters

  • Sutcliffe, K. M., Gunia, B. C., & Kim, S. (In-press). Trust and safety. Routledge Companion to Trust.
  • 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.
  • Thompson, L. L., Wang, J., & Gunia, B. C. (2013). Negotiation. In J. M. Levine (Ed.), Group Processes (pp. 55-84). New York: Psychology Press. (Reprinted from Annual Review of Psychology.)
  • Teucher, B. M., Brett, J. M., & Gunia, B. C. (2009). Culture and negotiation: Three models. In K. Sycara, M. Gelfand, & A. Allison (Eds). Modeling Intercultural Negotiation. Lecture Notes in Computer Science. Springer.

Select Papers Under Review and In-Progress

  • Gunia, B. C., and Levine, E. E. Deception as competence: The effect of occupation on ethical judgment and behavior.
  • Gunia, B. C., Adler, A. B., Sutcliffe, K. M., & Bliese, P. D. Awake and resilient? Sleep leadership, sleep health, and psychological health in the workplace.
  • Bhatia, N. & Gunia, B. C. (shared first authorship). “I was going to offer $10,000 but…”: The effects of phantom anchors in negotiation.
  • Sun, X., & Gunia, B. C. Economic resources and corporate social responsibility.
  • Gunia, B. C. Ethics in negotiation: Causes and consequences.
  • Gunia, B. C., Carriere, K., & Pei, Y. “You don’t want to do that”: Economic self-sacrifice in service of self-interest.
  • Gunia, B. C., Gish, J. J., & Mensmann, M. The weary founder: Sleep problems and entrepreneurial motives.

Thank You

To all of my collaborators and to the Dispute Resolution Research Center at Northwestern University, which funded much of this research.