Search Results - "GUNIA, BRIAN C."

Paying a Price: Culture, Trust, and Negotiation Consequences by Gunia, Brian C., Brett, Jeanne M., Nandkeolyar, Amit K., Kamdar, Dishan

“…Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how…”
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Sleep and moral awareness by Barnes, Christopher M., Gunia, Brian C., Wagner, David T.

“…Summary The implications of sleep for morality are only starting to be explored. Extending the ethics literature, we contend that because bringing morality to…”
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The tell-tale look: viewing time, preferences, and prices by Gunia, Brian C, Murnighan, J Keith

“…Even the simplest choices can prompt decision-makers to balance their preferences against other, more pragmatic considerations like price. Thus, discerning…”
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Do groups lie more than individuals? Honesty and deception as a function of strategic self-interest by Cohen, Taya R., Gunia, Brian C., Kim-Jun, Sun Young, Murnighan, J. Keith

“…An experiment tested whether groups lie more than individuals. Groups lied more than individuals when deception was guaranteed to maximize economic outcomes,…”
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Economic resources and corporate social responsibility by Sun, Xian, Gunia, Brian C.

“…Our research suggests that firms condition their CSR policies on the availability of economic resources. Using the value of a firm's real estate as a measure…”
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Using actigraphy feedback to improve sleep in soldiers: an exploratory trial by Adler, Amy B., PhD, Gunia, Brian C., PhD, Bliese, Paul D., PhD, Kim, Paul Y., MA, LoPresti, Matthew L., PhD

“…Abstract Objectives The objective of this study was to assess the impact of wearing an actigraph and receiving personalized feedback on the sleep of a…”
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Evidence-Based Practice: The Psychology of EBP Implementation by Rousseau, Denise M, Gunia, Brian C

“…Evidence-based practice (EBP) is an approach used in numerous professions that focuses attention on evidence quality in decision making and action. We review…”
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Deception as competence: The effect of occupational stereotypes on the perception and proliferation of deception by Gunia, Brian C., Levine, Emma E.

“…•Deception remains prevalent despite its widespread vilification; we examine why.•We find that deception is perceived to signal competence in certain…”
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THE SLEEP TRAP: DO SLEEP PROBLEMS PROMPT ENTREPRENEURIAL MOTIVES BUT UNDERMINE ENTREPRENEURIAL MEANS? by GUNIA, BRIAN C.

“…The current symposium emphasizes that mental health conditions can influence a person’s entrepreneurial motives and means. This paper suggests that sleep plays…”
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Negotiation by THOMPSON, Leigh L, JIUNWEN WANG, GUNIA, Brian C

“…Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that…”
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Sleep and deception by Gunia, Brian C.

“…Unhealthy sleep is a modern epidemic, and recent research has linked it to unethical behaviors like deception. Yet, scholars are also starting to examine…”
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The Weary Founder: Sleep Problems, ADHD-Like Tendencies, and Entrepreneurial Intentions by Gunia, Brian C., Gish, J. Jeffrey, Mensmann, Mona

“…Scholars have persuasively documented the positive influence of ADHD-like tendencies (the impermanent experience of ADHD-like symptoms) on entrepreneurial…”
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CONTEMPLATION AND CONVERSATION: SUBTLE INFLUENCES ON MORAL DECISION MAKING by GUNIA, BRIAN C., WANG, LONG, HUANG, LI, WANG, JIUNWEN, MURNIGHAN, J. KEITH

“…This research investigated the role of contemplation, conversation (conceptualized as social contemplation), and explanation in right-wrong decisions. Several…”
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The Morality of Larks and Owls: Unethical Behavior Depends on Chronotype as Well as Time of Day by Gunia, Brian C., Barnes, Christopher M., Sah, Sunita

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The Remarkable Robustness of the First-Offer Effect: Across Culture, Power, and Issues by Gunia, Brian C., Swaab, Roderick I., Sivanathan, Niro, Galinsky, Adam D.

“…The first-offer effect demonstrates that negotiators achieve better outcomes when making the first offer than when receiving it. The evidence, however,…”
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To move or to wait? Everything you need to know about making the first offer by Gunia, Brian C.

“…Most people believe that negotiators should avoid making the first offer. Yet, decades of research have documented the first-offer effect, wherein the person…”
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Batten down the anchors: Responding to another negotiator’s first offer by Gunia, Brian C.

“…Drawing from a wealth of negotiation research, my previous installment of Negotiating Life advised negotiators to make the first offer if they can. But…”
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Bartering as a Blind Spot: A Call to Action from COVID‐19 by Gunia, Brian C., Lewicki, Roy J.

“…Bartering is a common form of negotiation, and COVID‐19 may have heightened its occurrence at least temporarily. Yet, bartering has received little attention…”
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Economic Impact of Insufficient and Disturbed Sleep in the Workplace by Glick, Danielle R., Abariga, Samuel A., Thomas, Irine, Shipper, Andrea G., Gunia, Brian C., Grandner, Michael A., Rosenberg, Elliot, Hines, Stella E., Capaldi, Vincent, Collen, Jacob, Wickwire, Emerson M.

“…Objective Insufficient and disturbed sleep are associated with significant morbidity among working-age adults. Poor sleep results in negative health outcomes…”
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CULTURE AND NEGOTIATION STRATEGY: A FRAMEWORK FOR FUTURE RESEARCH by BRETT, JEANNE M., GUNIA, BRIAN C., TEUCHER, BROSH M.

“…The literature on the use and effectiveness of negotiation strategies reveals intriguing yet unexplained patterns of cultural differences. Negotiators in some…”
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