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Margaret Neale: Negotiation: Getting What You Want

Biography

Stanford Graduate School of Business
The Adams Distinguished Professor of Management

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

  • 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

Teaching

Degree Courses

2017-18

OB 581: Negotiations

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...

2016-17

OB 205: Managing Groups and 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...

OB 289: MSx: Negotiations

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...

OB 581: Negotiations

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...

Executive Education & Other Non-Degree Programs

Other Teaching

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.

In the Media

Stanford’s Margaret Ann Neale on ‘Getting What You Want’ in the Workplace and at Home

KQED Radio, July 25, 2016

How to Get a Raise From Your Boss Without Making Things Awkward

Money Mic, July 19, 2016

How to obtain your ‘expected’ salary at your first job

Your Story, July 5, 2016

How Hillary Clinton earns men’s scorn: Women aren't supposed to be brazen in pursuit of wealth

Daily News, June 2, 2016

How to Bounce Back After a Failed Negotiation

Harvard Business Review, April 21, 2016

Wake up to a new day in business education at One Day University Executive Edition

Dallas Morning News, March 25, 2015

Why Women Must Ask (The Right Way): Negotiation Advice From Stanford's Margaret A. Neale

Forbes, June 17, 2013

Workers May Be Uneasy Sharing Knowledge

Washington Times, September 9, 2004

Stanford Finds A New Problem For Business: Virtual Mistrust

Silicon Valley Business Journal, August 19, 2004

Newcomers Can Enhance Group Performance

Silicon Valley Business Journal, May 26, 2004

Insights by Stanford Business

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writtenSolving Silicon Valley’s Gender Problem

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writtenA Look Back at 2015

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writtenTen Popular Business Videos of 2015

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writtenMargaret Neale: Five Steps to Better Negotiating

July 16, 2015

Winning can mean more than dollar signs.

writtenMargaret Neale: Analyzing Greece’s High-Stakes Negotiation Tactics

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Prime minister Alexis Tsipras used a common strategy, but scholars are skeptical about whether it will pay off.

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Even slight cues, like reading a negative stereotype about your race or gender, can have an impact.

videoMargaret Neale: Negotiate to Get (More of) What You Want

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How to avoid common mistakes, create less adversarial interactions, and get better outcomes in any business negotiation.

writtenRisk: The Recommended List

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writtenA Look Back at 2014

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Explore 10 Stanford Business stories from 2014, including pieces on happiness and networking.

writtenResearchers: Does Breaking Bread Help Make a Negotiation a Success?

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writtenResearchers: A Few Bad Hair Days Can Change Your Life

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New research explores how your feelings about how you look affect how you behave.

videoMargaret Neale: Negotiation: Getting What You Want

March 13, 2013

Negotiation is problem solving. The goal is not to get a deal; the goal is to get a good deal.

writtenWhen Threats Are Better Than Anger

April 25, 2012

Negotiators gain more concessions with cool threats than with heated words.

writtenWomen Still Underrepresented on Corporate Boards

December 14, 2011

Women hold about 15% of Fortune 500 corporate board seats and the numbers are not growing rapidly.

writtenKatherine Phillips: African-American Women are Succeeding Rapidly

June 1, 2011

A visiting scholar explains how black are excelling as undergraduates and in business, particularly as entrepreneurs.

writtenMargaret Neale: Why You Should Make the First Move in a Negotiation

September 1, 2007

The scholar says acting first gives you more power.

writtenNegotiation Strategy: Seven Common Pitfalls to Avoid

January 15, 2007

A professor of organizational behavior explains the path to a successful negotiation.

writtenDiverse Backgrounds and Personalities Can Strengthen Groups

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."

writtenResearch: Why Some Workers Fear Virtual Teams

October 1, 2003

Remote collaboration can increase efficiency, but some fear that freely pooling their knowledge may make them obsolete.

writtenDiversity and Work Group Performance

November 1, 1999

Research shows that informational diversity stirs constructive debate around the task at hand.

Stanford Graduate School of Business
The Adams Distinguished Professor of Management

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

  • 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

Teaching

Degree Courses

2017-18

OB 581: Negotiations

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...

2016-17

OB 205: Managing Groups and 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...

OB 289: MSx: Negotiations

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...

OB 581: Negotiations

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...

Executive Education & Other Non-Degree Programs

Other Teaching

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.

In the Media

Stanford’s Margaret Ann Neale on ‘Getting What You Want’ in the Workplace and at Home

KQED Radio, July 25, 2016

How to Get a Raise From Your Boss Without Making Things Awkward

Money Mic, July 19, 2016

How to obtain your ‘expected’ salary at your first job

Your Story, July 5, 2016

How Hillary Clinton earns men’s scorn: Women aren't supposed to be brazen in pursuit of wealth

Daily News, June 2, 2016

How to Bounce Back After a Failed Negotiation

Harvard Business Review, April 21, 2016

Wake up to a new day in business education at One Day University Executive Edition

Dallas Morning News, March 25, 2015

Why Women Must Ask (The Right Way): Negotiation Advice From Stanford's Margaret A. Neale

Forbes, June 17, 2013

Workers May Be Uneasy Sharing Knowledge

Washington Times, September 9, 2004

Stanford Finds A New Problem For Business: Virtual Mistrust

Silicon Valley Business Journal, August 19, 2004

Newcomers Can Enhance Group Performance

Silicon Valley Business Journal, May 26, 2004

Insights by Stanford Business

writtenThe Power of Doing Nothing

January 22, 2018

People love the default option. Why aren’t we using this instinct to better the world?

videoIf Diversity is So Important, Why Don’t We Have More of It?

January 10, 2018

Despite huge culture shifts in the workplace, the best and brightest are still failing at diversity.

writtenWhat to Read over the Holidays

December 5, 2017

15 Stanford business professors recommend books for those long winter nights.

writtenCan You Spot Diversity? (Probably Not)

June 6, 2017

New research shows a “spillover effect” that might be clouding your judgment.

writtenSolving Silicon Valley’s Gender Problem

March 15, 2016

The authors of a survey on women in high tech answer the question: What now?

writtenImpact: The Recommended List

February 1, 2016

Stanford GSB professors share their reading list for topics related to impact.

writtenA Look Back at 2015

December 19, 2015

Explore Stanford Business stories from 2015, including pieces on technology, finance, and work-life balance.

writtenTen Popular Business Videos of 2015

December 14, 2015

Faculty, alumni, and guest speakers share insights on leadership, innovation, and more.

writtenMargaret Neale: Five Steps to Better Negotiating

July 16, 2015

Winning can mean more than dollar signs.

writtenMargaret Neale: Analyzing Greece’s High-Stakes Negotiation Tactics

July 9, 2015

Prime minister Alexis Tsipras used a common strategy, but scholars are skeptical about whether it will pay off.

writtenStereotyping Makes People More Likely to Act Badly

June 5, 2015

Even slight cues, like reading a negative stereotype about your race or gender, can have an impact.

videoMargaret Neale: Negotiate to Get (More of) What You Want

December 19, 2014

How to avoid common mistakes, create less adversarial interactions, and get better outcomes in any business negotiation.

writtenRisk: The Recommended List

December 15, 2014

Learn more about risk and other related topics.

writtenA Look Back at 2014

December 11, 2014

Explore 10 Stanford Business stories from 2014, including pieces on happiness and networking.

writtenResearchers: Does Breaking Bread Help Make a Negotiation a Success?

April 21, 2014

Deals over lunch may be tasty, but here’s why they’re not always smart.

writtenResearchers: A Few Bad Hair Days Can Change Your Life

April 11, 2014

New research explores how your feelings about how you look affect how you behave.

videoMargaret Neale: Negotiation: Getting What You Want

March 13, 2013

Negotiation is problem solving. The goal is not to get a deal; the goal is to get a good deal.

writtenWhen Threats Are Better Than Anger

April 25, 2012

Negotiators gain more concessions with cool threats than with heated words.

writtenWomen Still Underrepresented on Corporate Boards

December 14, 2011

Women hold about 15% of Fortune 500 corporate board seats and the numbers are not growing rapidly.

writtenKatherine Phillips: African-American Women are Succeeding Rapidly

June 1, 2011

A visiting scholar explains how black are excelling as undergraduates and in business, particularly as entrepreneurs.

writtenMargaret Neale: Why You Should Make the First Move in a Negotiation

September 1, 2007

The scholar says acting first gives you more power.

writtenNegotiation Strategy: Seven Common Pitfalls to Avoid

January 15, 2007

A professor of organizational behavior explains the path to a successful negotiation.

writtenDiverse Backgrounds and Personalities Can Strengthen Groups

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."

writtenResearch: Why Some Workers Fear Virtual Teams

October 1, 2003

Remote collaboration can increase efficiency, but some fear that freely pooling their knowledge may make them obsolete.

writtenDiversity and Work Group Performance

November 1, 1999

Research shows that informational diversity stirs constructive debate around the task at hand.

Show more

Cases

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

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

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