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Margaret Ann Neale

Margaret Ann Neale
Professor, Organizational Behavior
MargaretAnnNeale
Adams Distinguished Professor of Management
Director of the Managing Teams for Innovation and Success Executive Program
Director of the Influence and Negotiation Strategies Executive Program
Codirector of the Executive Program for Women Leaders
Academic Area: 
Organizational Behavior

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. 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, Stanford GSB, 2012-present
  • 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

  • Davis Award for Lifetime Achievement, Stanford GSB, 2011
  • Graduate School of Business Trust Faculty Fellow, Stanford GSB, 2011
  • Member, Society of Organizational Behavior, 2004
  • Fellow, Academy of Management, 2001
  • Northeast Louisiana University School of Pharmacy Alumna of the Year, 1993

Publications

Journal Articles

Margaret Ann Neale, Peter R. Belmi. Organizational Behavior and Human Decision Processes. 2014.
Scott S. Wiltermuth, Margaret Ann Neale. Journal of Applied Psychology. January 2011, Vol. 96, Issue 1, Pages 192-201.
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.
Alison R. Fragale, Jennifer R. Overbeck, Margaret Ann Neale. Journal of Experimental Social Psychology. 2011, Vol. 47, Issue 4, Pages 767-775.
Jennifer R. Overbeck, Margaret Ann Neale, Cassandra L. Govan. Organizational Behavior and Human Decision Processes. July 2010, Vol. 112, Issue 2, Pages 126-139.
Marwan Sinaceur, Melissa C. Thomas-Hunt, Margaret Ann Neale, Olivia A. O'Neill, Christophe Haag. Personality and Social Psychology Bulletin. 2010, Vol. 36, Issue 3, Pages 423-437.
Elizabeth Mannix, Margaret Ann Neale. Psychological Science in the Public Interest. October 2005, Vol. 6, Issue 2, Pages 31-55.
Terri L. Griffith, John E. Sawyer , Margaret Ann Neale. MIS Quarterly. June 2003, Vol. 27, Issue 2, Pages 265-287.
Melissa C. Thomas-Hunt, Tonya Y. Ogden, Margaret Ann Neale. Management Science. April 2003, Vol. 49, Issue 4, Pages 464-477.
Jeffrey T. Polzer, Roderick Moreland Kramer, Margaret Ann Neale. Small Group Research. May 1997, Vol. 28, Issue 2, Pages 243-266.
Gregory B. Northcraft, Jeffrey T. Polzer, Margaret Ann Neale, Roderick Moreland Kramer. Diversity in work teams: Research paradigms for a changing workforce. Washington, D. C.: American Psychological Association, 1996, Pages 69-79.

Books

Margaret Ann Neale, Elizabeth A. Mannix Emerald Publishing, October 2012.
Margaret Ann Neale, Elizabeth A. Mannix, Jennifer Overbeck London: Emerald Publishing, 2011.
Roderick Moreland Kramer, Margaret Ann Neale Thousand Oaks: Sage Publications, 1998.
Max H. Bazerman, Margaret Ann Neale Free Press, January 1994.

Book Chapters

Margaret Ann Neale, Harris Sondak, Elizabeth A. Mannix . Handbook on Negotiation. Edward Elgar, 2013.

Courses Taught

Degree Courses

2014-15

Doctoral Practicum in Teaching

Doctoral Practicum in Research

This course introduces you to the structures and processes that affect group performance and highlights some of the common pitfalls associated with working in teams. Topics include team culture, fostering creativity and coordination, making group...

This course is designed to improve students' skills in all phases of a negotiation: understanding prescriptive and descriptive negotiation theory as it applies to dyadic and multiparty negotiations, to buyer-seller transactions and the resolution...

This course is elected as soon as a student is ready to begin research for the dissertation, usually shortly after admission to candidacy. To register, a student must obtain permission from the faculty member who is willing to supervise the...

2013-14

This course introduces you to the structures and processes that affect group performance and highlights some of the common pitfalls associated with working in teams. Topics include team culture, fostering creativity and coordination, making group...

This course is designed to improve students' skills in all phases of a negotiation: understanding prescriptive and descriptive negotiation theory as it applies to dyadic and multi-party settings, buyer-seller transactions and the resolution of...

This course is designed to improve students' skills in all phases of a negotiation: understanding prescriptive and descriptive negotiation theory as it applies to dyadic and multiparty negotiations, to buyer-seller transactions and the resolution...

2012-13

This course introduces you to the structures and processes that affect group performance and highlights some of the common pitfalls associated with working in teams. Topics include team culture, fostering creativity and coordination, making group...

2011-12

This course introduces you to the structures and processes that affect group performance and highlights some of the common pitfalls associated with working in teams. Topics include team culture, fostering creativity and coordination, making group...

2010-11

This course introduces you to the structures and processes that affect group performance and highlights some of the common pitfalls associated with working in teams. Topics include team culture, fostering creativity and coordination, making group...

Programs and Non-Degree Courses

Stanford Case Studies

Long -Term Capital Management (B), The Rescue | OB36B
David Hoyt, Margaret Neale2001
Long Term Capital Management (A), Rise and Fall | OB36A
David Hoyt, Margaret Neale2001

Stanford University Affiliations

Stanford GSB

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    Center for Leadership Development and Research
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    Faculty Director, Influence and Negotiation Strategies
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    Faculty Director, Managing Teams for Innovation and Success
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    Faculty Co-Director, Executive Program for Women Leaders

Greater Stanford University

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    Member, Board of Visitors, Knight Fellowship, 2013–Present
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    Member, Knight Fellows Selection Committee, 2008–2013
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    Member, Advisory Committee, Stanford Center on Longevity, 2006–present

Service to the Profession

Member

  • Academy of Management
  • Society of Judgment and Decision Making
  • American Psychological Society

In the Media

Washington Times, September 9, 2004
Silicon Valley Business Journal, August 19, 2004
Silicon Valley Business Journal, May 26, 2004

Insights by Stanford Business

December 19, 2014
How to avoid common mistakes, create less adversarial interactions, and get better outcomes in any business negotiation.
December 15, 2014
Learn more about risk and other related topics.
December 11, 2014
Explore 10 Stanford Business stories from 2014, including pieces on happiness and networking.
April 21, 2014
Deals over lunch may be tasty, but here’s why they’re not always smart.
April 11, 2014
New research explores how your feelings about how you look affect how you behave.
March 13, 2013
Negotiation is problem solving. The goal is not to get a deal; the goal is to get a good deal.
April 25, 2012
Negotiators gain more concessions with cool threats than with heated words.
December 14, 2011
Women hold about 15% of Fortune 500 corporate board seats and the numbers are not growing rapidly.
June 1, 2011
A visiting scholar explains how black are excelling as undergraduates and in business, particularly as entrepreneurs.
September 1, 2007
The scholar says acting first gives you more power.
January 15, 2007
A professor of organizational behavior explains the path to a successful negotiation.
August 1, 2006
"The worst kind of group for an organization that wants to be innovative and creative is one in which everyone is alike and gets along too well."
October 1, 2003
Remote collaboration can increase efficiency, but some fear that freely pooling their knowledge may make them obsolete.
November 1, 1999
Research shows that informational diversity stirs constructive debate around the task at hand.