Margaret Ann Neale

Professor Emerita, Organizational Behavior
+1 (650) 723-8198

Margaret Ann Neale

The Adams Distinguished Professor of Management, Emerita

Academic Area:

Additional Administrative Titles

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

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.


Margaret A. Neale is the Adams Distinguished Professor of Management, Emerita. She was the John G. McCoy-Banc One Corporation Professor of Organizations and Dispute Resolution at Stanford Graduate School of Business 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


Journal Articles

Marily Oppezzo, Margaret Ann Neale, James J. Gross, Judith J. Prochaska, Daniel L. Schwartz, Rachael C. Aikens, Latha Palaniappan
March 2023 Vol. 18 Issue 3
Jennifer E. Dannals, Julian Zlatev, Nir Halevy, Margaret Ann Neale
Journal of Applied Psychology
Peter Belmi, Margaret Ann Neale, David Rieff, Rosemary Ulfe
Journal of Personality & Social Psychology
February 2020 Vol. 118 Issue 2 Pages 254-282
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
David Daniels, Margaret Ann Neale, Lindred Greer
Organizational Behavior and Human Decision Processes
March 2017 Vol. 139 Pages 92-105
David P. Baron, Margaret Ann Neale, Hayagreeva Rao
Strategy Science
June 2, 2016 Vol. 1 Issue 2 Pages 105-126
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
Margaret Ann Neale, Peter R. Belmi
Organizational Behavior and Human Decision Processes
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 M. 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 M. Kramer
Diversity in work teams: Research paradigms for a changing workforce
1996 Pages 69-79


Margaret Ann Neale, Thomas Z. Lys
Basic Books
July 14, 2015
Margaret Ann Neale, Elizabeth A. Mannix
Emerald Publishing
October 2012
Margaret Ann Neale, Elizabeth A. Mannix, Jennifer Overbeck
Emerald Publishing
June 9, 2011
Roderick M. Kramer, Margaret Ann Neale
Sage Publications
Thousand Oaks
Max H. Bazerman, Margaret Ann Neale
Free Press
January 1994

Book Chapters

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

Working Papers


Executive Education & Other Non-Degree Programs

Gain essential coaching skills to support employee development, motivate employees and improve retention, culture, and results in this practical course for managers and leaders.
Guide your organization through growth with innovative CFO training that blends financial expertise, strategic thinking, and leadership skills.
Develop your leadership style, create an action plan and inspire innovation in your team, your company, and the world.
Act with power, navigate the workplace, and take the lead with new strategies and tactics in this unique women’s leadership program.
Act with power, strengthen negotiating skills, learn to manage teams, and lead with impact in this unique leadership program for women on the rise.
Develop powerful negotiating skills in a rigorous, highly interactive program combining hands-on simulations with research-based discussions.
Develop strategic frameworks, customer empathy, and communication and leadership skills to help you move from product management to the C-suite.
Inclusion stimulates productivity and growth. Learn to recognize and remove barriers in order to design a diverse workforce and inclusive workplace.
​Bring effective team management and innovation to your company with actionable strategies, experiential team-based simulations, and design thinking.
​Tackle the entire M&A process through an interdisciplinary curriculum and a hands-on, weeklong team simulation project.
Reinvigorate and ramp up your professional journey and evolve as a leader in our flagship executive program.
Transform knowledge into impact and drive innovation and change in your organization with Stanford LEAD, our flagship online business program.

Other Teaching

Programs and Non-Degree Courses

XINE260 Negotiation: How to Get (more of) What You Want

Offered as part of the Stanford Innovation and Entrepreneurship Certificate. This course will highlight the components of effective negotiations and teach you to analyze your own behavior in negotiations.

LEAD Program — Getting (More of) What You Want in Negotiations
LEAD Program — Diverse by Design
OnDemand — Leverage Diversity and Inclusion for Organizational Excellence

Stanford Case Studies

David Hoyt, Margaret Neale
David Hoyt, Margaret Neale

Conferences, Talks & Speaking Engagements

Stanford University Affiliations

  • Member Board of Visitors, Knight Fellowship 2013–2020
  • Member Knight Fellows Selection Committee 2008–2013
  • Member Advisory Committee, Stanford Center on Longevity 2006–2019

Service to the Profession


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

Insights by Stanford Business

December 12, 2023
’Tis the season for personal and professional growth.
July 20, 2023
Employers may see them as less prepared, but a simple intervention can flip the script.
May 12, 2023
Getting out of the boardroom for a stroll changes how women feel about one-on-one negotiating.
June 20, 2022
This episode explores ways to overcome the unique challenges women in business face from society and themselves.
June 13, 2022
Make your next negotiation a success through these negotiation tips and examples.
March 24, 2022
Some of our favorite articles about breakthroughs, biases, and bosses.
September 01, 2021
A large-scale study of job negotiations finds that women with stronger options were penalized for being too assertive.
November 19, 2020
We’ve gathered together the most memorable articles, interviews, podcasts, and videos from a year of world-changing events.
July 17, 2020
In this podcast episode, we discuss the common mistakes people make during high stakes communication and how to effectively approach these conversations.
June 16, 2020
From Hollywood to courtrooms to biased hiring practices, Stanford GSB experts analyze the breadth of racial discrimination — and how to grow beyond it.
May 26, 2020
We tend to reward the overconfidence of upper-class individuals, even when they get it wrong.
September 17, 2019
Shareholders penalize tech and finance companies for not hiring enough women, new research shows.
December 03, 2018
Viewers sought advice from IBM’s Ginni Rometty and former CIA Director David Petraeus, as well as insights from faculty about what our emails reveal about us.
January 22, 2018
People love the default option. Why aren’t we using this instinct to better the world?
January 10, 2018
Despite huge culture shifts in the workplace, the best and brightest are still failing at diversity.
December 05, 2017
15 Stanford business professors recommend books for those long winter nights.
June 06, 2017
New research shows a “spillover effect” that might be clouding your judgment.
March 15, 2016
The authors of a survey on women in high tech answer the question: What now?
February 01, 2016
Stanford GSB professors share their reading list for topics related to impact.
December 19, 2015
Explore Stanford Business stories from 2015, including pieces on technology, finance, and work-life balance.
December 14, 2015
Faculty, alumni, and guest speakers share insights on leadership, innovation, and more.
July 16, 2015
Winning can mean more than dollar signs.
July 09, 2015
Prime minister Alexis Tsipras used a common strategy, but scholars are skeptical about whether it will pay off.
June 05, 2015
Even slight cues, like reading a negative stereotype about your race or gender, can have an impact.
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 01, 2011
A visiting scholar explains how Black women are excelling as undergraduates and in business, particularly as entrepreneurs.
September 01, 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 01, 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 01, 2003
Remote collaboration can increase efficiency, but some fear that freely pooling their knowledge may make them obsolete.
November 01, 1999
Research shows that informational diversity stirs constructive debate around the task at hand.

School News

March 06, 2020
Margaret Neale helped shape Stanford GSB’s curriculum, championed diversity and mentorship, and transformed the fields of negotiations and team performance.
January 30, 2018
Stanford GSB’s underground Behavioral Lab brings to light new insights about human interactions.