Margaret Ann Neale

Margaret Ann Neale
Professor Emerita, Organizational Behavior
Contact Info
Academic Area: 
Organizational Behavior

Additional Administrative Titles

  • Co-Director, Executive Program in Women’s Leadership
  • Co-Director, High-Potential Women Leaders Program
  • Director, Influence and Negotiation Strategies Program
  • 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 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

  • 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


Journal Articles

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. 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 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. Washington, D. C.: American Psychological Association, 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 London: Emerald Publishing, June 9, 2011.
Roderick M. 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.


Degree Courses


This virtual course introduces you to the science of teams. Particularly, the learning in the course focuses on structures and processes that affect team performance and highlights some of the common pitfalls associated with working in teams....


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...

Executive Education & Other Non-Degree Programs

Other Teaching

Stanford Case Studies

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

Stanford University Affiliations

Greater Stanford University

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

Service to the Profession


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

Insights by Stanford Business

November 19, 2020
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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.
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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.
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January 10, 2018
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December 5, 2017
15 Stanford business professors recommend books for those long winter nights.
June 6, 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 1, 2016
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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 9, 2015
Prime minister Alexis Tsipras used a common strategy, but scholars are skeptical about whether it will pay off.
June 5, 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 1, 2011
A visiting scholar explains how Black women 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.

School News

March 6, 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.