Research

I study three common professional mistakes: negotiating ineffectively, acting unethically, and sleeping insufficiently, and simple measures that might help people avoid them.

Find more of my work on Google Scholar, SSRN, and ORCID.

Journal articles

Ameen, A., Gunia, B. C., & Bhatia, N. (in press). Negotiation and relationships: Insights from adjacent, psychologically-grounded literatures. Current Opinion in Psychology.
Gunia, B. C., Bliese, P. D., & Adler, A. B. (in press). Sleep and strife: The effects of sleep on conflict within organizational hierarchy. Academy of Management Discoveries.
Keeler, K., Barnes, C. M., Huang, Y., Gunia, B. C., & Moy, J. (in press). Rise and shine: Morning blue light exposure, sleep, and work. Journal of Applied Psychology.
Shim, S., Gunia, B. C., & Patil, S. (in press). Flexibility in negotiation: A multidimensional framework for adaptive capacity. Current Opinion in Psychology.
Petrowsky, H. M., Boecker, L., Escher, Y. A., Frech, M.-L., Friese, M., Galinsky, A. D., Gunia, B. C., Lee, A. J., Schaerer, M., Schweinsberg, M., Soliman, M., Swaab, R., Troll, E. S., Weber, M., & Loschelder, D. D. (2025). The power and peril of first offers in negotiations: A conceptual, meta-analytic, and experimental synthesis. Organizational Behavior and Human Decision Processes, 191, 104448.
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. (Winner, 2025 Outstanding Empirical Publication Award, International Association for Conflict Management.)
Allan, A. C., Gamaldo, A. A., Gamaldo, C. E., Gunia, B. C., Al Abdul Razzak, I. M., Ighodaro, E., & Salas, R. M. E. (2023). The promotion of sleep wellness: Resilience as a protective factor. Frontiers in Sleep, 2, 1133347.
Glick, D. R., Abariga, S. A., Thomas, I., Shipper, A. G., Gunia, B. C., Grandner, M. A., Rosenberg, E., Hines, S. E., Capaldi, V. F., Collen, J., & Wickwire, E. M. (2023). Economic impact of insufficient and disturbed sleep in the workplace. Pharmacoeconomics, 41, 771–785.
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). The weary founder: Sleep problems, ADHD-like tendencies, and entrepreneurial intentions. Entrepreneurship Theory & Practice, 45, 175–210.
Corgnet, B., Gunia, B. C., & González, R. H. (2021). Harnessing the power of social incentives to curb shirking in teams. Journal of Economics & Management Strategy, 30, 139–167.
Gunia, B. C., & Lewicki, R. J. (2020). Bartering as a blind spot: A call to action from COVID-19. Negotiation Journal, 36, 561–572.
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.
Gunia, B. C. (2019). Ethics in negotiation: Causes and consequences. Academy of Management Perspectives, 33, 3–11.
Gunia, B. C. (2019). Deceptive negotiating: The role of the environmental cue. Academy of Management Perspectives, 33, 43–61.
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. (Co-first authorship.)
Sun, X., & Gunia, B. C. (2018). Economic resources and corporate social responsibility. Journal of Corporate Finance, 51, 332–351.
Gunia, B. C. (2018). The sleep trap: Do sleep problems prompt entrepreneurial motives but undermine entrepreneurial means? Academy of Management Perspectives, 32, 228–242.
Brett, J. M., Gunia, B. C., & Teucher, B. M. (2017). Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives, 31, 288–308.
Gunia, B. C. (2017). Batten down the anchors: Responding to another negotiator’s first offer. Business Horizons, 60, 431–434.
Adler, A. B., Gunia, B. C., Bliese, P. D., Kim, P. Y., & LoPresti, M. L. (2017). Using actigraphy feedback to improve sleep in soldiers: An exploratory trial. Sleep Health: Journal of the National Sleep Foundation, 3, 126–131.
Gunia, B. C. (2017). To move or to wait? Everything you need to know about making the first offer. Business Horizons, 60, 15–18.
Gunia, B. C., & Kim, S. Y. (2016). The behavioral benefits of other people’s deviance. Group Processes & Intergroup Relations, 19, 653–675.
Gunia, B. C., Brett, J. M., & Gelfand, M. J. (2016). The science of culture and negotiation. Current Opinion in Psychology, 8, 78–83.
Rousseau, D. M., & Gunia, B. C. (2016). Evidence-based practice. Annual Review of Psychology, 67, 667–692.
Pascual-Ezama, D., Fosgaard, T. R., Cardenas, J. C., Kujal, P., Vesztag, R., Gil-Gomez de Liano, B., Gunia, B. C., et al. (2015). Context-dependent cheating: Experimental evidence from 16 countries. Journal of Economic Behavior & Organization, 116, 379–386. (Top-10 download on the Social Science Research Network.)
Gunia, B. C., Sipos, M. L., LoPresti, M., & Adler, A. B. (2015). Sleep leadership in high-risk occupations: An investigation of soldiers on peacekeeping and combat missions. Military Psychology, 27, 197–211.
Barnes, C., Gunia, B. C., & Wagner, D. T. (2015). Sleep and moral awareness. Journal of Sleep Research, 24, 181–188.
Gunia, B. C., & Murnighan, J. K. (2015). The tell-tale look: Viewing time, preferences, and prices. PLOS ONE.
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. (Top-10 download on the Social Science Research Network.)
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.
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, 504–513.
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, 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. The Gerontologist, 53, 861–873.
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. (Lead article.)
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. (Winner, 2013 Best Published Paper Award, International Association for Conflict Management.)
Thompson, L. L., Wang, J., & Gunia, B. C. (2010). Negotiation. Annual Review of Psychology, 61, 491–515. (Reprinted in Group Processes, J. M. Levine, Ed.)
Corgnet, B., & Gunia, B. C. (2010). Did I do that? Group positioning and asymmetry in attributional bias. Negotiation and Conflict Management Research, 3, 358–378.
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, 1321–1324.
Gunia, B. C., Sivanathan, N., & Galinsky, A. D. (2009). Vicarious entrapment: Your sunk costs, my escalation of commitment. Journal of Experimental Social Psychology, 45, 1238–1244.

Book

Gunia, B. C. (2019). The Bartering Mindset: A Mostly Forgotten Framework for Mastering Your Next Negotiation. Toronto: University of Toronto Press. More about the book.

Book chapters

Gunia, B. C., Kim, S., & Sutcliffe, K. M. (2018). Trust and safety. In Routledge Companion to Trust. Abingdon, UK: Routledge.
Rousseau, D. M., & Gunia, B. C. (2016). The psychology of evidence-based management and new applications. In A. Kovner & T. D’Aunno (Eds.), Evidence-Based Management in Healthcare (2nd ed.). Chicago: Health Administration Press.
Teucher, B. M., Brett, J. M., & Gunia, B. C. (2013). Negotiation. In J. Oetzel & S. Ting-Toomey (Eds.), The SAGE Handbook of Conflict Communication: Integrating Theory, Research & Practice (2nd ed.). Thousand Oaks, CA: Sage.
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. J. Gelfand, & A. Allison (Eds.), Modeling Intercultural Negotiation. Lecture Notes in Computer Science. Springer.

Teaching cases

Gunia, B. C. (2025). Pharmatech-Theragen. Negotiation and Team Resources.
Gunia, B. C. (2025). New Digs. Negotiation and Team Resources.
Tinsley, C. H., Pierce, J. R., & Gunia, B. C. (2023). Doctor’s Contract. Negotiation and Team Resources.
Gunia, B. C. (2019). The Bartering Market. Negotiation and Team Resources.
Gunia, B. C. (2019). Hexagon Hotel. Negotiation and Team Resources.
Gunia, B. C. (2014). Securing our Society. Northwestern University Dispute Resolution Research Center.

Other publications

Benham, A., Benham, L., Gunia, B. C., Jaramillo, M., Shirley, M., & Zylbersztajn, D. (2004). Questionnaire on costs of exchange: Registering a new business officially. Ronald Coase Institute Working Paper Series.
Gunia, B. C. (2003). Examining the short-term impact of capital gains taxation on the U.S. economy. The Annals of the American Academy of Political and Social Science.
Gunia, B. C. (2003). Change that works. Deloitte Consulting publication.
Gunia, B. C. (2003). Talent management point-of-view for the manufacturing industry. Deloitte Consulting publication.