Home Thank you for visiting my Website! I’m honored that you’re here. I’m an Assistant Professor at the Johns Hopkins Carey Business School. I study what organizational actors say to one another after a failure. I teach organizational behavior and negotiations. If you would like to find out more, please use the links above. You can reach me at brian.gunia@jhu.edu.
AboutI’m an Assistant Professor at the Johns Hopkins Carey Business School. I received a PhD and MS in management and organizations from Northwestern University. Prior to Northwestern, I worked as a consultant at Deloitte. My research focuses on ethical decisions in organizations – especially what organizational actors say to one another after a collective failure. I’m currently investigating the factors that lead people to take blame, as well as other people’s reactions to blame-taking. I’ve been fortunate to have my work published in the Academy of Management Journal, Journal of Experimental Social Psychology, Journal of Applied Psychology, Negotiation and Conflict Management Research, and Annual Review of Psychology. It has also been featured in several popular media outlets including the Boston Globe, Chicago Tribune, Los Angeles Times, Fox Business, and Forbes. My dissertation received the Center for Creative Leadership’s Kenneth Clark Award and the best student paper award from the International Association of Conflict Management and the Academy of Management’s Conflict Management Division.
Curriculum VitaePlease click here to view my Curriculum Vitae.
ResearchMy research investigates a variety of topics related to ethical decision-making in organizations. Refereed Articles Gunia, B. C., Wang, L., Huang, L., Wang, J., u0026amp; Murnighan, J.K. (2011). Contemplation and conversation: Subtle influences on moral decision making. In-press at Academy of Management Journal. Gunia, B. C., Brett, J.M., Nandkeolyar, A., u0026amp; 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., u0026amp; Gunia, B. C. (2010). Negotiation. Annual Review of Psychology, 61, 491-515. Gunia, B. C., Sivanathan, N., u0026amp; 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., u0026amp; 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. Invited Articles Gunia, B. C., Wang, L., Huang, L., Wang, J., Murnighan, J. K. (2011). Tipping theu0026hellip;
TeachingI have taught at Northwestern University and Johns Hopkins University. Current: Johns Hopkins University / Carey Business School / EMBA Program Organizational Behavior Negotiating Within and Across Cultures Past: Northwestern University / Kellogg School of Management / MBA Program Negotiations
HonorsWinner of Kenneth E. Clark Student Research Award, Center for Creative Leadership and International Leadership Association, August 2011 Best Student Paper Award, Conflict Management Division, Academy of Management Conference, San Antonio, August 2011 Finalist for William H. Newman Award. Academy of Management, August 2011 Submission included in best paper proceedings at Academy of Management Conference, San Antonio, August 2011 Best Student Paper Award, International Association of Conflict Management Conference, Istanbul, July 2011. Nominated for Kellogg’s L.G. Lavengood Professor of the Year Award, June 2011 Nominee, Organizational Behavior Consortium at Academy of Management Conference, Montreal, Canada, August 2010 Finalist, University of Notre Dame Excellence in Ethics Dissertation Proposal Competition, Chicago, May 2010 Student scholarship to International Association of Conflict Management Conference, Kyoto, Japan, June 2009 Student scholarship to Ethical Dimensions in Business Conference, University of Notre Dame, November 2008 Summa cum Laude, Washington University in St. Louis, 2003 Phi Beta Kappa, 2003 American Academy of Political and Social Science Undergraduate Research Award, 2003 Olin Prize in Economics, for senior thesis, 2003 Omicron Delta Epsilon Outstanding Economics Student Award, 2003 Golden Key National Honor Society, 2002 Dean’s List, Arts and Sciences Scholar, and Dean’s Honorary, 1999-2003 Mesmer, Serling, and Bemis Scholarships, 1999-2003
Blog: Life’s NegotiableWinner of Kenneth E. Clark Student Research Award, Center for Creative Leadership and International Leadership Association, August 2011 Best Student Paper Award, Conflict Management Division, Academy of Management Conference, San Antonio, August 2011 Finalist for William H. Newman Award. Academy of Management, August 2011 Submission included in best paper proceedings at Academy of Management Conference, San Antonio, August 2011 Best Student Paper Award, International Association of Conflict Management Conference, Istanbul, July 2011. Nominated for Kellogg’s L.G. Lavengood Professor of the Year Award, June 2011 Nominee, Organizational Behavior Consortium at Academy of Management Conference, Montreal, Canada, August 2010 Finalist, University of Notre Dame Excellence in Ethics Dissertation Proposal Competition, Chicago, May 2010 Student scholarship to International Association of Conflict Management Conference, Kyoto, Japan, June 2009 Student scholarship to Ethical Dimensions in Business Conference, University of Notre Dame, November 2008 Summa cum Laude, Washington University in St. Louis, 2003 Phi Beta Kappa, 2003 American Academy of Political and Social Science Undergraduate Research Award, 2003 Olin Prize in Economics, for senior thesis, 2003 Omicron Delta Epsilon Outstanding Economics Student Award, 2003 Golden Key National Honor Society, 2002 Dean’s List, Arts and Sciences Scholar, and Dean’s Honorary, 1999-2003 Mesmer, Serling, and Bemis Scholarships, 1999-2003
PressWhy employees lie (and how to get them to stop). SmartBlog on Leadership. http://smartblogs.com/leadership/2011/08/18/why-empoyees-lie-and-how-to-get-them-to-stop/ Seating arrangements can affect group morale. Training + Development Magazine. November 2010 issue. Seated for Harmony. Human Resource Executive. www.hreonline.com/HRE/story.jsp?storyId=525105657 Making bad decisions can be contagious. Los Angeles Times. http://latimesblogs.latimes.com/booster_shots/2009/11/decisions-psychology.html Bad decisions may be contagious. ScienceNOW Daily News. http://sciencenow.sciencemag.org/cgi/content/full/2009/1110/2 The lying game. 10/20/09. Boston Globe. www.boston.com/bostonglobe/ideas/articles/2009/10/18/uncommon_knowledge_surprising_insights_from_the_social_sciences/ When a complete stranger’s better suited than the boss. 10/9/09. Globe and Mail. www.theglobeandmail.com/report-on-business/managing/when-a-complete-strangers-better-suited-than-the-boss/article1318025/ B of A should replace Ken Lewis with an outsider, Kellogg research shows. 10/7/09. Chicago Tribune. http://newsblogs.chicagotribune.com/burns-on-business/2009/10/b-of-a-should-replace-ken-lewis-with-an-outsider-kellogg-research-shows.html How bad bosses haunt companies after they’re gone. 9/14/09. BNET. http://blogs.bnet.com/intercom/?p=2980 Don’t stand by me: When involving an interested party may not be in your best interest. Fox Business. www.foxbusiness.com/story/markets/industries/telecom/dont-stand-involving-interested-party-best/
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Tag: bluffing

January 30, 2020

Five non-deceptive reasons that negotiators don’t tell the full truth

One of the biggest challenges any negotiator faces is getting the full truth from their counterpart—in particular, learning the real interests lurking behind their positions. Why’s my coworker really pushing that proposal? Why’s the homeowner really delaying that inspection? Facing a less-than-fully forthcoming counterpart, most of us draw a simple conclusion: They must be concealing…

Home Thank you for visiting my Website! I’m honored that you’re here. I’m an Assistant Professor at the Johns Hopkins Carey Business School. I study what organizational actors say to one another after a failure. I teach organizational behavior and negotiations. If you would like to find out more, please use the links above. You can reach me at brian.gunia@jhu.edu.
AboutI’m an Assistant Professor at the Johns Hopkins Carey Business School. I received a PhD and MS in management and organizations from Northwestern University. Prior to Northwestern, I worked as a consultant at Deloitte. My research focuses on ethical decisions in organizations – especially what organizational actors say to one another after a collective failure. I’m currently investigating the factors that lead people to take blame, as well as other people’s reactions to blame-taking. I’ve been fortunate to have my work published in the Academy of Management Journal, Journal of Experimental Social Psychology, Journal of Applied Psychology, Negotiation and Conflict Management Research, and Annual Review of Psychology. It has also been featured in several popular media outlets including the Boston Globe, Chicago Tribune, Los Angeles Times, Fox Business, and Forbes. My dissertation received the Center for Creative Leadership’s Kenneth Clark Award and the best student paper award from the International Association of Conflict Management and the Academy of Management’s Conflict Management Division.
Curriculum VitaePlease click here to view my Curriculum Vitae.
ResearchMy research investigates a variety of topics related to ethical decision-making in organizations. Refereed Articles Gunia, B. C., Wang, L., Huang, L., Wang, J., u0026amp; Murnighan, J.K. (2011). Contemplation and conversation: Subtle influences on moral decision making. In-press at Academy of Management Journal. Gunia, B. C., Brett, J.M., Nandkeolyar, A., u0026amp; 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., u0026amp; Gunia, B. C. (2010). Negotiation. Annual Review of Psychology, 61, 491-515. Gunia, B. C., Sivanathan, N., u0026amp; 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., u0026amp; 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. Invited Articles Gunia, B. C., Wang, L., Huang, L., Wang, J., Murnighan, J. K. (2011). Tipping theu0026hellip;
TeachingI have taught at Northwestern University and Johns Hopkins University. Current: Johns Hopkins University / Carey Business School / EMBA Program Organizational Behavior Negotiating Within and Across Cultures Past: Northwestern University / Kellogg School of Management / MBA Program Negotiations
HonorsWinner of Kenneth E. Clark Student Research Award, Center for Creative Leadership and International Leadership Association, August 2011 Best Student Paper Award, Conflict Management Division, Academy of Management Conference, San Antonio, August 2011 Finalist for William H. Newman Award. Academy of Management, August 2011 Submission included in best paper proceedings at Academy of Management Conference, San Antonio, August 2011 Best Student Paper Award, International Association of Conflict Management Conference, Istanbul, July 2011. Nominated for Kellogg’s L.G. Lavengood Professor of the Year Award, June 2011 Nominee, Organizational Behavior Consortium at Academy of Management Conference, Montreal, Canada, August 2010 Finalist, University of Notre Dame Excellence in Ethics Dissertation Proposal Competition, Chicago, May 2010 Student scholarship to International Association of Conflict Management Conference, Kyoto, Japan, June 2009 Student scholarship to Ethical Dimensions in Business Conference, University of Notre Dame, November 2008 Summa cum Laude, Washington University in St. Louis, 2003 Phi Beta Kappa, 2003 American Academy of Political and Social Science Undergraduate Research Award, 2003 Olin Prize in Economics, for senior thesis, 2003 Omicron Delta Epsilon Outstanding Economics Student Award, 2003 Golden Key National Honor Society, 2002 Dean’s List, Arts and Sciences Scholar, and Dean’s Honorary, 1999-2003 Mesmer, Serling, and Bemis Scholarships, 1999-2003
Blog: Life’s NegotiableWinner of Kenneth E. Clark Student Research Award, Center for Creative Leadership and International Leadership Association, August 2011 Best Student Paper Award, Conflict Management Division, Academy of Management Conference, San Antonio, August 2011 Finalist for William H. Newman Award. Academy of Management, August 2011 Submission included in best paper proceedings at Academy of Management Conference, San Antonio, August 2011 Best Student Paper Award, International Association of Conflict Management Conference, Istanbul, July 2011. Nominated for Kellogg’s L.G. Lavengood Professor of the Year Award, June 2011 Nominee, Organizational Behavior Consortium at Academy of Management Conference, Montreal, Canada, August 2010 Finalist, University of Notre Dame Excellence in Ethics Dissertation Proposal Competition, Chicago, May 2010 Student scholarship to International Association of Conflict Management Conference, Kyoto, Japan, June 2009 Student scholarship to Ethical Dimensions in Business Conference, University of Notre Dame, November 2008 Summa cum Laude, Washington University in St. Louis, 2003 Phi Beta Kappa, 2003 American Academy of Political and Social Science Undergraduate Research Award, 2003 Olin Prize in Economics, for senior thesis, 2003 Omicron Delta Epsilon Outstanding Economics Student Award, 2003 Golden Key National Honor Society, 2002 Dean’s List, Arts and Sciences Scholar, and Dean’s Honorary, 1999-2003 Mesmer, Serling, and Bemis Scholarships, 1999-2003
PressWhy employees lie (and how to get them to stop). SmartBlog on Leadership. http://smartblogs.com/leadership/2011/08/18/why-empoyees-lie-and-how-to-get-them-to-stop/ Seating arrangements can affect group morale. Training + Development Magazine. November 2010 issue. Seated for Harmony. Human Resource Executive. www.hreonline.com/HRE/story.jsp?storyId=525105657 Making bad decisions can be contagious. Los Angeles Times. http://latimesblogs.latimes.com/booster_shots/2009/11/decisions-psychology.html Bad decisions may be contagious. ScienceNOW Daily News. http://sciencenow.sciencemag.org/cgi/content/full/2009/1110/2 The lying game. 10/20/09. Boston Globe. www.boston.com/bostonglobe/ideas/articles/2009/10/18/uncommon_knowledge_surprising_insights_from_the_social_sciences/ When a complete stranger’s better suited than the boss. 10/9/09. Globe and Mail. www.theglobeandmail.com/report-on-business/managing/when-a-complete-strangers-better-suited-than-the-boss/article1318025/ B of A should replace Ken Lewis with an outsider, Kellogg research shows. 10/7/09. Chicago Tribune. http://newsblogs.chicagotribune.com/burns-on-business/2009/10/b-of-a-should-replace-ken-lewis-with-an-outsider-kellogg-research-shows.html How bad bosses haunt companies after they’re gone. 9/14/09. BNET. http://blogs.bnet.com/intercom/?p=2980 Don’t stand by me: When involving an interested party may not be in your best interest. Fox Business. www.foxbusiness.com/story/markets/industries/telecom/dont-stand-involving-interested-party-best/
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Tag: bluffing

Five non-deceptive reasons that negotiators don’t tell the full truth