Brian Gunia

Northwestern University - Kellogg School of Management

2001 Sheridan Road

Evanston, IL 60208

United States

SCHOLARLY PAPERS

6

DOWNLOADS

530

CITATIONS

3

Scholarly Papers (6)

1.

Paying a Price: Culture, Trust, and Negotiation Consequences

Journal of Applied Psychology, Forthcoming
Number of pages: 51 Posted: 11 Jul 2011
Northwestern University - Kellogg School of Management, Northwestern University - Kellogg School of Management, Indian School of Business (ISB), Hyderabad and Indian School of Business (ISB), Hyderabad
Downloads 175 (169,155)
Citation 5

Abstract:

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culture, trust, negotiation strategy, Indian and U.S. negotiators

2.

Vicarious Entrapment: Your Sunk Costs, My Escalation of Commitment

22nd Annual IACM Conference Paper
Number of pages: 18 Posted: 07 Oct 2009 Last Revised: 04 Nov 2009
Downloads 155 (187,685)
Citation 1

Abstract:

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3.

Do Groups Lie More than Individuals? Honesty and Deception as a Function of Strategic Self-Interest

Cohen, T. R., Gunia, B. C., Kim-Jun, S. Y., & Murnighan, J. K. (2009). Do groups lie more than individuals? Honesty & deception as a function of strategic self-interest. Journal of Experimental Social Psychology, 45, 1321-1324. doi: 10.1016/j.jesp.2009.08.007
Number of pages: 17 Posted: 25 Jun 2014 Last Revised: 26 Jun 2014
Carnegie Mellon University, Tepper School of Business, Northwestern University - Kellogg School of Management, Northwestern University and Northwestern University - Kellogg School of Management
Downloads 86 (288,187)
Citation 9

Abstract:

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deception; honesty; groups; interindividual-intergroup discontinuity; ethics; morality

4.

Did I Do that? Group Positioning and Asymmetry in Attributional Bias

IACM 23rd Annual Conference Paper
Number of pages: 30 Posted: 20 May 2010
Brian Gunia and Brice Corgnet
Downloads 67 (332,717)

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5.

Owning it or Feeling it? Blame and Remorse in the Wake of Failure

IACM 24th Annual Conference Paper
Number of pages: 30 Posted: 26 Jun 2011
Brian Gunia
Downloads 47 (393,314)

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6.

Negotiation

Annual Review of Psychology, Vol. 61, pp. 491-515, 2010
Posted: 04 Jun 2010
Leigh Thompson, Jiunwen Wang and Brian Gunia

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