Margaret Neale

Additional Administrative Titles

• Co-Director, Executive Program in Women’s Leadership
• Co-Director, High-Potential Women Leaders Program
• Director, Managing Teams for Innovation and Success
• Director, Influence and Negotiation Strategies Program

Research Statement

Margaret Neale’s research focuses primarily on negotiation and team performance. Her work has extended judgment and decision-making research from cognitive psychology to the field of negotiation. In particular, she studies cognitive and social processes that produce departures from effective negotiating behavior. Within the context of teams, her work explores aspects of team composition and group process that enhance the ability of teams to share the information necessary for learning and problem solving in both face-to-face and virtual team environments.

Bio

Margaret A. Neale is the Adams Distinguished Professor of Management, Emerita. She was the Graduate School of Business John G. McCoy-Banc One Corporation Professor of Organizations and Dispute Resolution from 2000-2012. Trust Faculty Fellow in 2011-2012 and in 2000-2001. From 1997-2000, she was the Academic Associate Dean of the Graduate School of Business at Stanford University. Prior to joining Stanford’s faculty in 1995, she was the J.L. and Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations at the J.L. Kellogg Graduate School of Management at Northwestern University. She received her Bachelor’s degree in Pharmacy from Northeast Louisiana University, her Master’s degrees from the Medical College of Virginia and Virginia Commonwealth University and her PhD in Business Administration from the University of Texas. She began her academic career as a member of the faculty at the Eller School of Management of the University of Arizona.

Professor Neale’s major research interests include bargaining and negotiation, distributed work groups, and team composition, learning, and performance. She is the author of over 70 articles on these topics and is a coauthor of three books: Organizational Behavior: A Management Challenge (third edition) (with L. Stroh and G. Northcraft) (Erlbaum Press, 2002); Cognition and Rationality in Negotiation (with M.H. Bazerman) (Free Press, 1991); Negotiating Rationally (with M.H. Bazerman) (Free Press, 1992); and one research series Research on Managing in Groups and Teams (with Elizabeth Mannix) (Emerald Press). She is or has served on the editorial boards of the Administrative Science Quarterly, Journal of Applied Psychology, Organizational Behavior and Human Decision Processes, International Journal of Conflict Management, and Human Resource Management Review.

In addition to her teaching and research activities, Professor Neale has conducted executive seminars and management development programs in the United States, United Kingdom, Australia, Holland, Switzerland, Brazil, Thailand, France, Canada, Nicaragua, the People’s Republic of China, Hong Kong, United Arab Emirates, Mexico, Israel, and Jamaica for public agencies, city governments, health care and trade associations, universities, small businesses and Fortune 500 corporations in the area of negotiation skills, managerial decision making, managing teams, and workforce diversity. She is the faculty director of three executive programs at Stanford University: Influence and Negotiation Strategies, Managing Teams for Innovation and Success, and the Executive Program for Women Leaders.

Academic Degrees

• PhD in Business Administration, University of Texas, 1982
• MS in Counseling Psychology, VA Commonwealth University, 1977
• MS in Hospital Pharmacy Administration, Medical College of VA, 1974
• BS in Pharmacy, University of Louisiana at Monroe (formerly Northeast LA University), 1972

Academic Appointments

• Adams Distinguished Professor of Management, Emerita, Stanford GSB, 2019-present
• Adams Distinguished Professor of Management, Stanford GSB, 2012-2019
• John G. McCoy BancOne Professor of Organizations and Dispute Resolution, Stanford GSB, 1999-2012
• Professor of Organizational Behavior, Stanford GSB, 1995-1999
• J.L. & Helen Kellogg Distinguished Professor of Dispute Resolution and Organizations, Kellogg Graduate School of Management, 1990-1995
• Associate Professor of Organizational Behavior, Kellogg Graduate School of Management, 1988-1990
• Associate Professor of Management and Policy, University of Arizona, Eller School of Management, 1986-1988
• Assistant Professor of Management and Policy, University of Arizona, Eller School of Management, 1982-1986

Awards and Honors

• Distinguished Educator Award, Academy of Management, 2019
• Robert and Marilyn Jaedicke Faculty Fellow, 2018-2019
• Robert and Marilyn Jaedicke Faculty Fellow, 2017-2018
• Davis Award for Lifetime Achievement, 2011
• GSB Trust Faculty Fellow, 2011
• Member, Society of Organizational Behavior, 2004
• Fellow, Academy of Management, 2001
• Northeast Louisiana University School of Pharmacy Alumna of the Year, 1993
• Fellow, American Psychological Society

Publications

Journal Article

• The Dynamics of Gender and Alternatives in Negotiation Jennifer E. Dannals, Julian Zlatev, Nir Halevy, Margaret Ann Neale Journal of Applied Psychology 2021
• The Social Advantage of Miscalibrated Individuals: The Relationship between Social Class and Overconfidence and Its Implications for Class-Based Inequality Peter Belmi, Margaret Ann Neale, David Rieff, Rosemary Ulfe Journal of Personality & Social Psychology February 2020 Vol. 118 Issue 2 Pages 254-282
• Default Neglect in Attempts at Social Influence Julian J. Zlatev, David P. Daniels, Hajin Kim, Margaret Ann Neale Proceedings of the National Academy of Sciences USA December 2017 Vol. 114 Issue 52 Pages 13643-13648
• Spillover bias in diversity judgment David Daniels, Margaret Ann Neale, Lindred Greer Organizational Behavior and Human Decision Processes March 2017 Vol. 139 Pages 92-105
• Extending Nonmarket Strategy: Political Economy and the Radical Flank Effect in Private Politics David P. Baron, Margaret Ann Neale, Hayagreeva Rao Strategy Science June 2, 2016 Vol. 1 Issue 2 Pages 105-126
• Threats to Social Identity Can Trigger Social Deviance Peter Belmi, Rodolfo Cortes Barragan, Margaret Ann Neale, Geoffrey Lawrence Cohen Personality and Social Psychology Bulletin April 2015 Vol. 41 Issue 4 Pages 467-484
• Mirror, Mirror on the Wall, Who’s the Fairest of Them All? Thinking that one is attractive increases the tendency to support inequality. Margaret Ann Neale, Peter R. Belmi Organizational Behavior and Human Decision Processes 2014
• Too much information: The perils of non-diagnostic information in negotiations. Scott S. Wiltermuth, Margaret Ann Neale Journal of Applied Psychology January 2011 Vol. 96 Issue 1 Pages 192-201 Hot or cold: Is communicating anger or threats more effective in negotiation?
• Marwan Sinaceur, Gerben A. Van Kleef, Margaret Ann Neale, Hajo Adam, Christophe Haag Journal of Applied Psychology 2011 Vol. 96 Issue 5 Pages 1018-1032
• Resources versus respect: Social judgment based on targets' power and status positions Alison R. Fragale, Jennifer R. Overbeck, Margaret Ann Neale Journal of Experimental Social Psychology 2011 Vol. 47 Issue 4 Pages 767-775 I feel, therefore you act: Intrapersonal and interpersonal effects of emotion as a function of social power
• Jennifer R. Overbeck, Margaret Ann Neale, Cassandra L. Govan Organizational Behavior and Human Decision Processes July 2010 Vol. 112 Issue 2 Pages 126-139
• Accuracy and perceived expert status in group decisions: When minority members make majority members more accurate privately

Books

• Getting (More of) What You Want Margaret Ann Neale, Thomas Z. Lys Basic Books July 14, 2015
• Looking Back, Moving Forward: A Review of Group and Team-Based Research Margaret Ann Neale, Elizabeth A. Mannix Emerald Publishing October 2012
• Research on Managing Groups and Teams: Negotiating in Teams Margaret Ann Neale, Elizabeth A. Mannix, Jennifer Overbeck Emerald Publishing London June 9, 2011
• Power and Influence in Organizations Roderick M. Kramer, Margaret Ann Neale Sage Publications Thousand Oaks 1998
• Negotiating Rationally Max H. Bazerman, Margaret Ann Neale Free Press January 1994