Print Overview
Brian Gunia is a doctoral candidate in the department of Management and Organizations. He received his M.S. in Management and Organizations from the Kellogg School, and his B.A. in Economics and Finance from Washington University in St. Louis. Brian’s research focuses on why individuals advance their own, narrowly-defined interests at the expense of their groups and organizations; his ultimate goal is to understand how well-intentioned individuals can help themselves and others behave more ethically. Brian’s coauthored papers on vicarious escalation of commitment and group deception have appeared in Journal of Experimental Social Psychology; his coauthored research on trust in negotiation is forthcoming in Journal of Applied Psychology. Brian's research has been featured in popular press outlets like Forbes.com, the Los Angeles Times, and the Chicago Tribune.
Print Vita
Education
MS, 2008, Management and Organizations, Kellogg School of Management, Northwestern University
Economics and Finance, 2003, Washington University in St. Louis, Summa cum Laude
Oxford Programme for Undergraduate Studies, 2002, New College, Oxford University

Consulting
Human Capital Consultant, Deloitte Consulting, 2003-2006  
Print Research
Research Interests
Ethical Decision-Making, Trust, Negotiation

Articles
Gunia, Brian, Long Wang, Li Huang, Jiunwen Wang and J. Keith Murnighan. 2012. Contemplation and Conversation: Subtle Influences on Moral Decision Making. Academy of Management Journal. 55(1): 13-33.
Gunia, BrianJeanne Brett, Amit Nandkeolyar and Dishan Kamdar. 2011. Paying a Price: Culture, Trust, and Negotiation Consequences. Journal of Applied Psychology. 96(4): 774-789.
Gunia, Brian and Brice Corgnet. 2010. Did I Do That? Group Positioning and Asymmetry in Attributional Bias. Negotiation and Conflict Management Research. 3(4): 358-378.
Thompson, Leigh, Jiunwen Wang and Brian Gunia. 2010. Negotiation. Annual Review of Psychology. 61: 491-515.
Gunia, Brian, Niro Sivanathan and Adam Galinsky. 2009. Vicarious entrapment: Your sunk costs, my escalation of commitment. Journal of Experimental Social Psychology. 45: 1238-1244.
Teucher, BroshJeanne Brett and Brian Gunia. 2009. Culture and Negotiation: Three Models. Modeling Intercultural Collaboration and Negotiation (MINCON).
Cohen, Taya, Brian Gunia, Sun Young Kim-Jun and J. Keith Murnighan. 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.
Working Papers
Gunia, Brian, Li Huang, Long Wang and Jiunwen Wang. 2010. Contemplation or Conversation: Subtle Influences on Moral Decision Making.
Book Chapters
Teucher, BroshJeanne Brett and Brian Gunia. 2013. "Negotiation." In The SAGE Handbook of Conflict Communication: Integrating Theory, Research & Practice, edited by J. Oetzel & S. Ting-Toomey, 295-320. Thousand Oaks, CA: SAGE Publications.
Teucher, BroshJeanne Brett and Brian Gunia. 2009. "Culture and Negotiation: Three Models." In Modelling Intercultural Collaboration and Negotiation (MICON)." edited by K. Sycara, M. Gelfand and A. Abbe, New York, NY: Springer-Verlag.

 
Print Teaching
Teaching Interests

Leadership, Organizational Behavior, Ethics, Negotiations, Conflict, Groups & Teams, Power, and Decision Making