Brian Gunia
Brian Gunia
Associate Professor of Organizational Behavior, Johns Hopkins University
Verified email at jhu.edu - Homepage
TitleCited byYear
Negotiation
LL Thompson, J Wang, BC Gunia
Annual review of psychology 61, 491-515, 2010
2762010
Contemplation and conversation: Subtle influences on moral decision making
BC Gunia, L Wang, LI Huang, J Wang, JK Murnighan
Academy of Management Journal 55 (1), 13-33, 2012
1752012
Paying a price: Culture, trust, and negotiation consequences.
BC Gunia, JM Brett, AK Nandkeolyar, D Kamdar
Journal of applied psychology 96 (4), 774, 2011
1392011
Vicarious entrapment: Your sunk costs, my escalation of commitment
BC Gunia, N Sivanathan, AD Galinsky
Journal of Experimental Social Psychology 45 (6), 1238-1244, 2009
1092009
Do groups lie more than individuals? Honesty and deception as a function of strategic self-interest
TR Cohen, BC Gunia, SY Kim-Jun, JK Murnighan
Journal of Experimental Social Psychology 45 (6), 1321-1324, 2009
912009
Evidence-based practice: The psychology of EBP implementation
DM Rousseau, BC Gunia
Annual Review of Psychology 67, 667-692, 2016
892016
Toward a culture-by-context perspective on negotiation: Negotiating teams in the United States and Taiwan.
MJ Gelfand, J Brett, BC Gunia, L Imai, TJ Huang, BF Hsu
Journal of Applied Psychology 98 (3), 504, 2013
602013
Context-dependent cheating: Experimental evidence from 16 countries
D Pascual-Ezama, TR Fosgaard, JC Cardenas, P Kujal, R Veszteg, ...
Journal of Economic Behavior & Organization 116, 379-386, 2015
552015
The morality of larks and owls: Unethical behavior depends on chronotype as well as time of day
BC Gunia, CM Barnes, S Sah
Psychological Science 25 (12), 2272-2274, 2014
552014
The remarkable robustness of the first-offer effect: Across culture, power, and issues
BC Gunia, RI Swaab, N Sivanathan, AD Galinsky
Personality and Social Psychology Bulletin 39 (12), 1547-1558, 2013
542013
Sleep leadership in high-risk occupations: An investigation of soldiers on peacekeeping and combat missions
BC Gunia, ML Sipos, M LoPresti, AB Adler
Military Psychology 27 (4), 197-211, 2015
412015
Sleep and moral awareness
CM Barnes, BC Gunia, DT Wagner
Journal of Sleep Research 24 (2), 181-188, 2015
402015
The science of culture and negotiation
BC Gunia, JM Brett, MJ Gelfand
Current Opinion in Psychology 8, 78-83, 2016
252016
Trust me, I’m a negotiator: Diagnosing trust to negotiate effectively, globally
BC Gunia, JM Brett, AK Nandkeolyar
Organizational Dynamics 43 (1), 27-36, 2014
172014
The sleep trap: Do sleep problems prompt entrepreneurial motives but undermine entrepreneurial means?
BC Gunia
Academy of Management Perspectives 32 (2), 228-242, 2018
112018
Using actigraphy feedback to improve sleep in soldiers: an exploratory trial
AB Adler, BC Gunia, PD Bliese, PY Kim, ML LoPresti
Sleep health 3 (2), 126-131, 2017
112017
Path toward economic resilience for family caregivers: mitigating household deprivation and the health care talent shortage at the same time
MA Simon, B Gunia, EJ Martin, CE Foucar, T Kundu, DM Ragas, ...
The Gerontologist 53 (5), 861-873, 2013
112013
Culture and negotiation strategy: A framework for future research
JM Brett, BC Gunia, BM Teucher
Academy of Management Perspectives 31 (4), 288-308, 2017
92017
“I was going to offer $10,000 but…”: The effects of phantom anchors in negotiation
N Bhatia, BC Gunia
Organizational Behavior and Human Decision Processes 148, 70-86, 2018
62018
Economic resources and corporate social responsibility
X Sun, BC Gunia
Journal of Corporate Finance 51, 332-351, 2018
52018
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