Brian C. Gunia Page 1 of 14 Updated April 2015

Brian C. Gunia Johns Hopkins University

100 International Drive, 13th Floor | Baltimore, MD 21202 USA Phone: 410-234-9423| E-mail: brian.gunia@jhu.edu | Website: http://briangunia.com Faculty Website: http://carey.jhu.edu/faculty_research/Faculty_Bios/brian_gunia.html

Academic Position Assistant Professor, Johns Hopkins Carey Business School

Education

Ph.D., Management & Organizations, Kellogg School of Management, Northwestern University, 2011. Dissertation: “The blame-taker’s dilemma.” Investigates explanations for organizational failure and documents a disconnect between actions and reactions.

M.S., Management & Organizations, Kellogg School of Management, Northwestern University, 2008. Thesis: “It’s a moral thing: The perception of injunctive and descriptive group norms.” Distinguishes between the behavioral influence of moral and amoral norms.

B.A. (Summa cum Laude), Economics & Finance, Washington University in St. Louis, 2003. Thesis: “Capital gains taxation and the US economy: A short term analysis.” Identifies the immediate macroeconomic impact of changes in the capital gains tax rate.

Oxford Programme for Undergraduate Studies, New College, Oxford University, 2002. Independent study in international economics.

Articles Pascual-Ezama, D., Fosgaard, T. R., Cardenas, J. C., Kujal, P., Vesztag, R., Gil-Gomez de Liano,

B., Gunia, B. C., et al. (forthcoming). Context-dependent cheating: Experimental evidence from 16 countries. Journal of Economic Behavior and Organization.

Gunia, B. C., Brett, J. M., & Gelfand, M. J. (forthcoming). Culture and negotiation. Current Opinion in Psychology.

Rousseau, D. M. & Gunia, B. C. (forthcoming). Evidence-based practice. Annual Review of Psychology.

Gunia, B. C., Sipos, M. L., LoPresti, M., & Adler, A. B. (forthcoming). Sleep leadership in high-risk occupations: An investigation of soldiers on peacekeeping and combat missions. Military Psychology.

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. http://journals.plos.org/plosone/article?id=10.1371/journal.pone.0117137.

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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(12), 2272-2274. (Top-10 download on Social Science Research Network).

Gunia, B. C., Corgnet, B., Hernan-Gonzalez, R. (2014). Surf’s up: Reducing internet abuse without demotivating employees. Academy of Management Best Paper Proceedings.

Barnes, C. M., Gunia, B. C., Sah, S. (2014). Morning people are less ethical at night. Harvard Business Review. Online, 6/23/14.

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.

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(12), 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(5), 861-873.

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(3), 504-513.

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(1), 13-33 (lead article).

Gunia, B. C., Brett, J. M., & Nandkeolyar, A. (2012). In global negotiations, it’s all about trust. Harvard Business Review. December Issue.

Gunia, B. C., Brett, J.M., Nandkeolyar, A., & Kamdar, D. (2011). Paying a price: Culture, trust, and negotiation consequences. Journal of Applied Psychology, 96(4), 774-789. (Winner of 2013 Best Published Paper Award, International Association of Conflict Management).

Gunia, B. C. (2011). The blame-taker’s dilemma. Academy of Management Best Paper Proceedings.

Corgnet, B. & 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., & Gunia, B. C. (2010). Negotiation. Annual Review of Psychology, 61, 491-515. (Reprinted in Group Processes, J. M. Levine, Ed.).

Gunia, B. C., Sivanathan, N., & Galinsky, A.D. (2009). Vicarious entrapment: Your sunk costs, my escalation of commitment. Journal of Experimental Social Psychology, 45(6), 1238-1244.

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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(6), 1321-1324.

Book Chapters Sutcliffe, K. M., Gunia, B. C., & Kim, S. (forthcoming). Trust and safety. Routledge Companion

to Trust.

Teucher, B. Brett, J. M., & Gunia, B. C. (2013). Negotiation. In Oetzel, J. &. Ting-Toomey, S. (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. Gelfand, & A. Allison (Eds). Modeling Intercultural Negotiation. Lecture Notes in Computer Science. Springer.

Popular Articles Gunia, B. C. (2013). Congress flunks negotiation 101. Op-ed in The Baltimore Sun.

http://www.baltimoresun.com/news/opinion/oped/bs-ed-congress-budget-negotiations-20131002,0,2278840.story.

Gunia, B. C. (2012). On the fiscal cliff, neither side should compromise. Op-ed in The Baltimore Sun. http://www.baltimoresun.com/news/opinion/oped/bs-ed-against-compromise-20121205,0,2807836.story.

Gunia, B. C. (2011). The cult of compromise. Washington Business Journal.

Gunia, B. C. (2011). The cult of compromise. Baltimore Business Journal.

Gunia, B. C., Wang, L., Huang, L., Wang, J., & Murnighan, J. K. (2011). How to make people choose right over wrong. Forbes.com. www.forbes.com/2011/06/16/make-people-choose-right-over-wrong.html.

Galinsky, A. D., Gunia, B. C., & Sivanathan, N. (2009). The insider succession trap. Forbes.com. www.forbes.com/2009/10/22/insider-succession-planning-leadership-ceonetwork-governance.html.

Gunia, B.C. (2007). When what you know is not enough: Expertise and gender dynamics in task groups. Kellogg Insight. http://insight.kellogg.northwestern.edu/article/when_what_you_know_is_not_enough.

Teaching Cases

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Securing our Society (2014). Government-focused negotiation case published by the Northwestern University Dispute Resolution Research Center.

Hexagon Hotel. (2014). Government-focused negotiation case published by the Northwestern University Dispute Resolution Research Center.

Other Publications 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.

Articles under Review Gunia, B. C. & Kim, S. Y. The behavioral benefits of other people’s deviance.

Brett, J. M., Gunia, B. C., & Teucher, B. M. Culture and negotiation strategy: Resolving two puzzles through trust, tightness-looseness, and mindset.

Corgnet, B., Gunia, B. C., & Hernan-Gonzalez, R. Surf’s up: The motivational implications of cyberloafing solutions.

Kim, S. Y., Gunia, B. C., & Murnighan, J. K. Guilty by cultural association: Cross-cultural differences in vicarious felt responsibility.

Sun, X. and Gunia, B. C. Wealth and corporate social responsibility.

Working Papers Gunia, B. C. & Levine, E. E. Deception and the professions.

Gunia, B. C. Blame bias: Forgoing the benefits of blame-taking.

Gunia, B. C., & Shim, S. Falling on the sword: When and why to take blame.

Gunia, B. C. & Murnighan, J. K. It’s a moral thing: The perception of injunctive and descriptive group norms.

Kim, S.Y., Gunia, B. C., Cohen, T., & Murnighan, J. K. Independence and interdependence: Why men and women see the same economic situation differently.

Benham, A., Benham, L., Gunia, B. C., Jaramillo, M., Shirley, M., & Zylbersztajn, D. Questionnaire on costs of exchange: Registering a new business officially. Ronald Coase Institute Working Paper Series.

Works in Progress Gunia, B. C., Swedlow, B., Harris, C., Smith, F. Cultural values and commercial appeal.

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Gunia, B. C. When and why to take blame in organizations: A review and integration.

Gunia, B. C, Wagner, D. T., Barnes, C. Sleep and negotiation.

Gunia, B. C., Effron, D., Cao, J., & Murnighan, J. K. The effects of apologizing on the apologizer.

Gunia, B. C. Political affiliation and self-interest.

Adler, A. B. & Gunia, B. C. Sleep awareness and mental health.

Gunia, B. C. & Helzer, E. The rights-based, interest-based negotiator: Empathy gaps in disputing strategy.

Drutman, L., Gunia, B. C., and Macis, M. Turnover in Congress.

Conference Presentations Gunia, B. C., & Levine, E. E. A little lie goes a long way: Deception and competence across

professions. Academy of Management Meeting. Vancouver. August 2015.

Gunia, B. C., Sipos, M. L., LoPresti, M., & Adler, A. B. Sleep leadership in high-risk occupations: An investigation of soldiers on peacekeeping and combat missions. International Association of Conflict Management Meeting. Clearwater Beach, FL. June 2015.

Munshaw, S., Louie, N., Ferguson, S., & Gunia, B. Evaluating the success of a Technology Transfer Office: A partnership between Johns Hopkins Business in Government Initiative and the National Institutes of Health Office of Technology Transfer. Technology Transfer Conference 2014. Baltimore. October 2014.

Brett, J. M, Gunia, B. C., & Teucher, B. M. Culture and negotiation: Resolving three enigmas. Academy of Management Meeting. Philadelphia. August 2014.

Corgnet, B., Gunia, B. C., & Hernan-Gonzalez, R. Surf’s up: Reducing internet abuse without demotivating employees. Academy of Management Meeting. Philadelphia. August 2014.

Drutman, L., Gunia, B. C., & Macis, M. The causes and consequences of congressional staff turnover. American Political Science Associational Meeting. Washington. August 2014.

Gunia, B. C., Wagner, D. T., Barnes, C. M. Sleepless in negotiation: The impact of sleep deprivation on first offers and outcomes in distributive negotiation. International Association of Conflict Management Meeting. Leiden. July 2014.

Barnes, C. M., Wagner, D. T., & Gunia, B. C. If you don’t snooze, you lose (your moral awareness). Society for Industrial and Organizational Psychology Conference. Honolulu. May 2014.

Gunia, B. C., Barnes, C. M., & Sah, S. The morality of larks and owls. Symposium on unethical behavior at Society for Personality and Social Psychology Meeting. Austin. February 2014.

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Gunia, B. C. & Kim, S. Y. The behavioral benefits of other people’s failures. Academy of Management Meeting. Orlando. August 2013.

Corgnet, B., Gunia, B. C., & Hernan-Gonzalez, R. Surf’s up: Reducing internet abuse without demotivating employees. International Association of Conflict Management Meeting. Tacoma. June 2013.

Gunia, B. C. & Kim, S. Y. The behavioral benefits of other people’s failures. Society for Personality and Social Psychology Meeting. New Orleans. January 2013.

Simon, M., Gunia, B. C., Martin, E. J., Foucar, C. E., Kundu, T., & Emanuel, L. L. Mitigating illness-related household devastation through inbuilt economic resilience options. Gerontological Society of America Meeting, San Diego. November 2012.

Gunia, B. C. & Shim, S. Owning it or feeling it: The power and limits of blame-taking. Academy of Management Conference, Boston. August 2012.

Gelfand, M. J., Brett, J. M., Gunia, B. C. & Imai, L. Where are two heads better than one? Teams and solos negotiating deals in the U.S. and Taiwan. Academy of Management Conference, Boston. August 2012.

Gunia, B. C. The unconscious conscious: Moral decision-making and unconscious thought. International Association of Conflict Management Conference, Cape Town. July 2012.

Gunia, B. C. Kenneth E. Clark Award Presentation. International Leadership Association Conference, London. October 2011.

Gunia, B. C. The Blame-Taker’s Dilemma I. Academy of Management Conference, San Antonio. August 2011.

Gunia, B. C. The Blame-Taker’s Dilemma II. International Association of Conflict Management Conference, Istanbul. July 2011.

Gunia, B. C., Sivanathan, N., & Galinsky, A.D. Vicarious entrapment. Society for Personality and Social Psychology Conference, San Antonio. January 2011.

Gunia, B.C., Brett, J.M., & Kamdar, D. Culture, trust, and negotiation consequences. Academy of Management Conference, Montreal. August 2010.

Gunia, B. C. & Corgnet, B. Did I do that? Group positioning and asymmetry in attributional bias. International Association of Conflict Management Conference, Boston. June 2010.

Gunia, B. C., Sivanathan, N., Swaab, R. I., & Galinsky, A. D. The power of anchors: Exogenous versus endogenous drivers of negotiated outcomes. Trans-Atlantic Doctoral Conference, London. May 2010.

Gunia, B.C. & Murnighan, J.K. Acting out what’s right: The development of moral and amoral group norms. Included in symposium: What’s in a norm? New advances in research on the maintenance and violation of work-group norms. Academy of Management Conference, Chicago. August 2009.

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Gunia, B.C., Brett, J.M., & Kamdar, D. Share and share alike: Information-sharing and cross-cultural assumptions about trust in negotiation. International Association of Conflict Management Conference, Kyoto. June 2009.

Gunia, B. C., Sivanathan, N., & Galinsky, A.D. Vicarious entrapment: Your sunk costs, my escalation of commitment. International Association of Conflict Management Conference, Kyoto. June 2009.

Gunia, B.C., Hsu, D., Shim, S., Nordgren, L., & Murnighan, J.K. The unconscious conscience: Ethical decision making and unconscious thought. Trans-Atlantic Doctoral Conference, London. May 2009.

Gunia, B.C., Brett, J.M., & Kamdar, D. Paying a Price: The self-fulfilling consequences of cross-cultural assumptions about trust in negotiation. Poster at Society for Judgment and Decision Making Conference, Chicago. November 2008.

Gunia, B.C., Wang, L., Huang, L., Wang, J., & Murnighan, J.K. From contemplation to conversation: Individual and social influences on ethical decision making. Academy of Management Conference, Anaheim. August 2008.

Gunia, B.C., Sivanathan, N., Swaab, R.I., & Galinsky, A.D. Taking them to the limit: First offers across cultures, issues, time and technology. International Association of Conflict Management Conference, Chicago. July 2008.

Gunia, B.C. & Murnighan, J.K. Acting out what’s right: The creation and development of intragroup moral norms. Fundacion Urrutia Elejalde Summer School on Social Norms, San Sebastian, Spain. July 2008.

Gunia, B.C., Wang, L., Huang, L., Wang, J., & Murnighan, J.K. Contemplation and conversation: Individual and social influences on ethical decision making. Trans-Atlantic Doctoral Conference, London. May 2008.

Invited Talks Universidade Católica Portuguesa. Católica Lisbon School of Business & Economics. Lisbon,

Portugal. April 2015.

Chapman University. Economic Science Institute. Orange, CA. November 2014.

Training Officers Consortium. Professional Development Program. Washington. May 2014.

Training Officers Consortium. Annual Institute. Norfolk. April 2014.

University of Pennsylvania. The Wharton School. Philadelphia. January 2013.

New York University. Stern School of Business. New York. December 2012.

Walter Reed Army Institute of Research. Silver Spring, MD. October 2012.

Society for Clinical and Translational Science. Washington. April 2012.

Chapman University. Economic Science Institute. Orange, CA. February 2012.

Georgetown University McDonough Business School. Washington. January 2012.

Johns Hopkins University Medical School. Armstrong Institute for Patient Safety and Quality. Baltimore. December 2011.

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Johns Hopkins University. Institute for Applied Economics, Global Health, and the Study of Business Enterprise. Baltimore. December 2011.

University of Maryland. Psychology Department. College Park, MD. October 2011.

Other Research Experience Research Assistant for: Chib, S. and Greenberg, E. (2007). Semiparametric Modeling and

Estimation of Instrumental Variable Models. Journal of Computational and Graphical Statistics, 16(1): 86-114.

Research assistant for the Ronald Coase Institute, Summer 2003.

Academic Honors and Awards Fellow, Johns Hopkins Institute for Applied Economics, Global Health, and the Study of

Business Enterprise. August 2014.

Speaker Contest Winner, Next Generation of Government Training Summit, Arlington. July 2014.

Best Published Paper Award, International Association of Conflict Management Conference, Tacoma. July 2013.

Winner, 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, 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.

Nominee, Organizational Behavior Consortium, Academy of Management Conference, Montreal. August 2010.

Finalist, University of Notre Dame Excellence in Ethics Dissertation Proposal Competition, Chicago. May 2010.

Student scholarship, International Association of Conflict Management Conference, Kyoto, Japan. June 2009.

Student scholarship, 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. 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.

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Grants Speaker series grant by major nonprofit policy organization: averaging $10000, 2011-2015

Research grants: Dispute Resolution Research Center Grants, Kellogg School of Management, 2007-2015

Klein Family Fund Grant for research on civility in healthcare: $5000, 2014

Johns Hopkins PhD Innovation Initiative: $75000, 2013

Professional Affiliations Academy of Management

International Association of Conflict Management

Society for Personality and Social Psychology

Professional Service Founder of Johns Hopkins Business in Government (BIG) Initiative

Co-organizer of Johns Hopkins Institute Seminar in Political Economy and Economic History

Ad hoc reviewer for Academy of Management Journal, Current Directions in Psychological Science, Journal of Behavioral Decision Making, Journal of Experimental Social Psychology, Journal of Organizational Behavior, Journal of Real Estate Research, Management Science, Negotiation Journal, Negotiation and Conflict Management Research, Organization Science, Organizational Behavior and Human Decision Processes, Personality and Social Psychology Bulletin

Ad hoc reviewer for the Academy of Management and International Association of Conflict Management Conferences

Teaching Interests Negotiations, Organizational Behavior, Leadership, Ethics, and related topics

Teaching Honors and Awards The Johns Hopkins University Alumni Association Excellence in Teaching Award, 2015

Johns Hopkins EMBA Leadership and Management Teaching Award (first recipient), 2013

Kellogg Graduate Student Teaching Award, 2009 and 2010

Nominee, Kellogg L.G. Lavengood Professor of the Year Award, June 2011

Teaching Experience Johns Hopkins University, Carey Business School

o Fall 2014 MBA, Negotiations: Rating: 4.89 MBA, Organizational Problem-Solving: Rating 4.44

o Spring 2014 Executive MBA, Cross-Cultural Negotiations, Rating 4.82/5 MBA, Advanced Negotiations, Rating 4.82/5

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MBA, Negotiations: Rating 4.97/5 o Spring 2013

Executive MBA, Cross-Cultural Negotiations, Rating 5/5 MBA, Advanced Negotiations, Ratings 4.96/5 and 4.92/5 MBA, Negotiations: Rating 4.90/5

o Spring 2012 Executive MBA, Organizational Behavior: Rating 5/5 Executive MBA, Cross-Cultural Negotiations: Rating 5/5

Northwestern University, Kellogg School of Management o Summer 2010: MBA, Negotiations: Rating 9.8/10 o Summer 2009: MBA, Negotiations: Rating 9.7/10 o 2009: Supervised undergraduate independent study course on Cross-Cultural

Negotiations: Rating 10/10 o Fall 2009: Executive Development Program, Team Building Workshop (unrated) o 2008: Supervised two undergraduate independent study courses on Social Influence:

Ratings 10/10 and 10/10

Teaching Training o Dispute Resolution Research Center: Teaching Negotiations (2009)

Media Mentions Daylight-saving time is bad for your relationships. (3/9/15). The Wall Street Journal.

http://www.wsj.com/articles/daylight-saving-time-is-bad-for-your-relationships-1425915039?KEYWORDS=wagner+daylight.

The Monday after the switch to Daylight Savings Time is disastrous for all kinds of workers. (3/9/15). Business Insider. http://www.businessinsider.com/sleepy-monday-after-daylight-savings-time-2015-3.

No, mornings don’t make you moral. (2/25/15). The New Yorker. http://www.newyorker.com/science/maria-konnikova/moral-mornings.

This flowchart proves 99 percent of work meetings are garbage. (2/12/15). Huffington Post. http://www.huffingtonpost.com/2015/02/11/meetings-are-the-worst_n_6664414.html.

Lack of sleep harms moral awareness. (10/12/14). Huffington Post. http://www.huffingtonpost.com/christopher-m-barnes/sleep-moral-awareness_b_ 5908130.html.

Morning person, or night owl? It matters. (9/9/14). NPR. http://www.marketplace.org/topics/business/morning-person-or-night-owl-it-matters.

The remarkable robustness of the first offer effect. (8/31/14). Dispute Resolution Magazine. http://www.americanbar.org/publications/dispute_resolution_magazine/2014/summer/research-insights.html.

Why night owls are more ethical in the afternoon. (8/13/14). Fast Company. http://www.fastcompany.com/3034252/the-future-of-work/why-night-owls-are-more-ethical-in-the-afternoon.

Brian C. Gunia Page 11 of 14 Updated April 2015

‘Morning people’ more likely to sin at night, and vice-versa. (7/23/14). Seattle Post-Intelligencer. http://blog.seattlepi.com/bigscience/2014/07/23/morning-people-more-likely-to-sin-at-night/.

The 9-to-5 workday is practically an invitation to ethical lapses. Here’s why. (7/22/14). The Washington Post. http://www.washingtonpost.com/blogs/wonkblog/wp/2014/07/22/science-were-more-likely-to-lie-and-cheat-when-were-tired/.

‘Morning people’ less moral at night, say researchers. (7/22/14). NDTV. http://www.ndtv.com/article/world/morning-people-less-moral-at-night-say-researchers-562589.

Early risers more likely to cheat and behave dishonestly at night, US study finds. (7/17/14) The Telegraph. http://www.telegraph.co.uk/science/science-news/10973343/Early-risers-more-likely-to-cheat-and-behave-dishonestly-at-night-US-study-finds.html.

Early risers 'less moral at night’. (7/16/14). BBC News. http://www.bbc.com/news/education-28327921.

Morning people act more unethically at night. (7/15/14). Bloomberg Businessweek. http://www.businessweek.com/articles/2014-07-15/new-research-shows-morning-people-are-less-ethical-at-night .

Being tired makes us more likely to lie, cheat. (7/9/14). Zip Trials. http://www.ziptrials.us/sleep-studies/being-tired-makes-us-more-likely-to-lie-cheat/.

Do you lie more in the morning? (7/6/14). Boston Globe. http://www.bostonglobe.com/ideas/2014/07/05/you-lie-more-morning/FUXN3gBZe0MLvehlRCFSyL/story.html.

Morning people may act less ethically at night. (6/25/14). Smithsonian Magazine. http://www.smithsonianmag.com/smart-news/morning-people-are-less-ethical-night-180951838/.

People are more likely to lie or cheat when they're tired, study suggests. (6/30/14). The Hub, Johns Hopkins University. http://hub.jhu.edu/2014/06/30/ethical-behavior-tired.

Study: Workers low on energy are more apt to lie. (6/26/14). Baltimore Business Journal. http://www.bizjournals.com/baltimore/news/2014/06/26/study-workers-low-on-energy-more-apt-to-lie.html?page=all.

How Ethical Are Your Employees? Depends What Time It Is. (6/26/14). Inc.com. http://www.inc.com/will-yakowicz/employee-ethics-wane-throughout-day.html?cid=sf01001.

Here's Proof That People Lie More When They're Tired. (6/26/14). Business Insider Australia. http://www.businessinsider.com.au/acting-unethically-when-tired-2014-6.

Here's Proof That People Lie More When They're Tired. (6/25/14) Yahoo! Finance. http://finance.yahoo.com/news/why-youre-more-likely-lie-175544765.html

Virtuous Rhythms: Night Owls and Early Birds. (6/19/14). Huffington Post. http://www.huffingtonpost.com/wray-herbert/virtuous-cycles-night-owl_b_5511955.html.

Credit Counseling: What It Is, How It Works, Credit Impact & More. (3/10/14). Quoted by Cardhub.com. http://www.cardhub.com/edu/consumer-credit-counseling/.

Brian C. Gunia Page 12 of 14 Updated April 2015

Letter to the editor about workplace monitoring. (10/31/13). The Wall Street Journal. http://online.wsj.com/news/articles/SB10001424052702304200804579164033361132634.

Interview about Business in Government Initiative on Baltimore Internet Radio. (10/21/13). http://baltimoreinternetradio.com/business.html.

10 things we’ve learned about negotiation. Smithsonian.com. (10/15/13). http://www.smithsonianmag.com/innovation/10-things-weve-learned-about-negotiation-1844317/?no-ist.

Discussion of government shutdown on Maryland news radio station WBAL. (10/3/13).

One easy secret to make people like and trust you more. (10/1/13). The Montreal Gazette. http://www.montrealgazette.com/news/easy%20secret%20making%20people%20like%20trust%20more/8982368/story.html.

‘London Whale’ scandal costs JPMorgan nearly $1B. (9/19/13). Quoted by The Washington Times. http://www.washingtontimes.com/news/2013/sep/19/london-whale-scandal-costs-jpmorgan-nearly-1b/ .

How to win a negotiation. (9/3/13). Men’s Health News. http://news.menshealth.com/new-study-how-to-win-a-negotiation/2013/09/03/ .

Corporate ethics education yields rewards. (7/15/13). National Defense Magazine.

The family caregiver turns pro. (5/31/13). New York Times online. http://newoldage.blogs.nytimes.com/2013/05/31/the-family-caregiver-turns-pro/.

Will a team approach work? (5/29/13). The Hindu. http://www.thehindu.com/todays-paper/tp-features/tp-opportunities/will-a-team-approach-work/article4761451.ece.

It’s OK to put things off. Except reading this. (2/22/13). The Times of London. http://www.thetimes.co.uk/tto/opinion/columnists/article3695802.ece.

No letup from DNC protesters, public in anger toward banks, Wall Street. (9/2/12). Quoted by Charlotte Observer. http://www.charlotteobserver.com/2012/09/02/3497277/banking-anger-in-charlotte.html.

In defense of delay. (8/27/12). MIT Sloan Management Review. http://sloanreview.mit.edu/ improvisations/2012/08/27/in-defense-of-delay/?utm_source=twitter&utm_medium= social&utm_campaign=sm-direct#.UDzKiqAWn-s.

No rush: In praise of procrastination. (7/7/12). The Economist. http://www.economist.com/ node/21558218.

Take a deep breath, make ethical choices. (3/8/12). The Wall Street Journal online. http://online.wsj.com/article/SB10001424052970204276304577265273999217492.html?mod=WSJ_Careers_CareerJournal_4.

Big decision? Take some time to think about it. (3/8/12). I/O at work. http://www.ioatwork. com/big-decision-take-some-time-to-think-about-it-io-psychology/.

Taking the blame. (3/5/12). Johns Hopkins Magazine. http://magazine.jhu.edu/spring-2012/taking-blame.

The pause that refreshes your ethics. (2/3/12). The Globe and Mail. www.theglobeandmail. com/report-on-business/careers/career-advice/career-tips/the-pause-that-refreshes-your-ethics/article2324305/.

Extra thinking time leads to ethical decisions. (1/31/12). Harvard Business Review, The Daily Stat.

Brian C. Gunia Page 13 of 14 Updated April 2015

Navigating culture in negotiations. (1/21/12). Economist Intelligence Unit. http://viewswire. eiu.com/index.asp?layout=ebArticleVW3&article_id=1678723552&channel_id=778114477&category_id=&refm=ebCh&page_title=Latest&rf=0.

Trust Critical to Optimal Negotiations. (12/19/11). Psych Central. http://psychcentral.com/news/2011/12/19/trust-critical-to-optimal-negotiations/32751.html.

By withholding trust in negotiations, parties end up ‘paying the price,’ Johns Hopkins research shows. Yahoo! News. (12/8/11). http://news.yahoo.com/withholding-trust-negotiations-parties-end-paying-price-johns-140211385.html.

Discussion of compromise on Baltimore’s NPR Radio Station WYPR. (11/30/11). www.wypr. org/podcast/wednesday-november-30-1-2-pm-ideal-compromise.

Bank of America drops plans for debit card fee. (11/2/11). Quoted by The Baltimore Sun. www.baltimoresun.com/business/bs-bz-bank-america-debit-20111102,0,2386943. story?page=1.

Why employees lie (and how to get them to stop). (8/18/11). SmartBlog on Leadership. http://smartblogs.com/leadership/2011/08/18/why-empoyees-lie-and-how-to-get-them-to-stop/.

Making bad decisions can be contagious. (11/11/09). Los Angeles Times. http://latimesblogs .latimes.com/booster_shots/2009/11/decisions-psychology.html

Seating arrangements can affect group morale. Training + Development Magazine. (11/09 issue).

Seated for Harmony. Human Resource Executive. (11/10/09). www.hreonline.com/HRE/ story.jsp?storyId=525105657.

Bad decisions may be contagious. (11/10/09). ScienceNOW Daily News. http://sciencenow. sciencemag.org/cgi/content/full/2009/1110/2

The lying game. (10/20/09). Boston Globe. http://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). The 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.

Consulting and Industry Experience Research collaboration with Walter Reed Army Institute of Research. 2013-present.

Multiple major federal government agencies, nonprofit policy organizations, and think tanks. 2011-present.

Johns Hopkins University School of Nursing, Baltimore. Negotiation training. 2012.

Major nonprofit policy organization, Arlington, VA. Conflict management training. 2011-2012.

Brian C. Gunia Page 14 of 14 Updated April 2015

Deloitte Consulting, Human Capital Consultant, Chicago. 2003-2006.

Zurich North America: Consulting Analyst, Schaumburg, IL. 2002-2003.

The White House, Intergovernmental Affairs Intern, Washington. 2001.

Other

Language skills: conversational Spanish

Computer skills: proficiency in all Microsoft Office products, statistical and econometric packages (SPSS, R, Stata, Lisrel), survey and experimental tools (Qualtrics, MediaLab, DirectRT), research databases (e.g., Web of Science, PsychInfo), basic HTML, SAP