Margaret A. Neale

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

Phone: (650) 723-8198


CV: NealeCV

Academic Areas: Organizational Behavior

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.


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.

Professor Neale holds the following degrees: BSP 1972, Pharmacy, Northeast Louisiana University; MS 1974, Hospital Pharmacy Administration, Medical College of Virginia; MS 1977, Psychology, Virginia Commonwealth University; PhD 1982, Business Administration, University of Texas.

Academic Degrees

PhD, Univ. of Texas, Austin, 1982; MS, Virginia Commonwealth Univ., Richmond, 1977; MS, Medical College of Virginia, Richmond, 1974; BS, Northeast Louisiana Univ., Monroe, 1972.

Professional Experience

At Stanford since 1995. 2011 Davis Award for Lifetime Achievement Graduate School of Business Trust Faculty Fellow 2011-2012; James and Doris McNamara Faculty Fellow 2006-07; Graduate School of Business Trust Faculty Fellow for 2000-01; Chaired Professor 1999 - Present; Stanford Graduate School of Business Academic Associate Dean 1997-00; Kellogg Chaired Professor 1990-95; Associate Professor 1988-90; Visiting Associate Professor, Graduate School of Management, Northwestern Univ., 1987-88; Assistant-Associate Professor, Eller Graduate School of Business, Univ. of Arizona, 1982-88;

Selected Publications

  • Resources versus respect: Social judgment based on targets' power and status positions: Journal of Experimental Social Psychology, 2011
  • Hot or cold? Comparing the effectiveness of anger and threat communications in negotiation: Journal of Applied Psychology, 2011
  • Too much information: The perils of non-diagnostic information in negotiations.: Journal of Applied Psychology, 2010
  • I feel, therefore you act: Intrapersonal and interpersonal effects of emotion as a function of social power: Organizational Behavior and Human Decision Processes, 2010
  • What differences make a difference? The promise and reality of diverse teams in organizations.: Psychological Science in the Public Interest, 6, 2005

Working Papers

  • 1611: Information Technology as a Jealous Mistress: Competition for Knowledge Between Individuals and Organizations.
  • 1612: Technologies of Status Negotiation: Status Dynamics in Email Discussion Groups
  • 1613: Information Processing in Traditional, Hybrid, and Virtual Teams: From Nascent Knowledge to Transactive Memory
  • 1514: When Social and Knowledge Ties Are Incongruent: Effects on Group Information Sharing

Selected Cases

  • OB36A: Long Term Capital Management (A): Rise and Fall
  • OB36B: Long -Term Capital Management (B): The Rescue

Awards and Honors

  • Davis Award for Lifetime Achievement, 2011, Stanford Graduate School of Business
  • Graduate School of Business Trust Faculty Fellow, 2011, Stanford Graduate School of Business
  • Member, 2004, Society of Organizational Behavior
  • Fellow, 2001, Academy of Management
  • Northeast Louisiana University School of Pharmacy Alumna of the Year, 1993
  • Academy of Management Organizational Behavior Dissertation Award, 1983
  • Dorothy B. Harlow Research Award, 1986

Courses Taught



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