Margaret Ann Neale
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Psychology Communications
Margaret Ann Neale's Degrees
- PhD Organizational Behavior Stanford University
- Masters Organizational Behavior Stanford University
- Bachelors Psychology Stanford University
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Why Is Margaret Ann Neale Influential?
(Suggest an Edit or Addition)Margaret Ann Neale's Published Works
Number of citations in a given year to any of this author's works
Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author
Published Works
- Why Differences Make a Difference: A Field Study of Diversity, Conflict and Performance in Workgroups (1999) (3171)
- Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions (1987) (1021)
- What Differences Make a Difference? (2005) (893)
- Group Composition and Decision Making: How Member Familiarity and Information Distribution Affect Process and Performance (1996) (839)
- Virtualness and Knowledge in Teams: Managing the Love Triangle of Organizations, Individuals, and Information Technology (2003) (836)
- Being Different Yet Feeling Similar: The Influence Of Demographic Composition And Organizational Culture On Work Processes And Outcomes (1998) (831)
- Expertise in forecasting performance of security analysts (1999) (596)
- Cognition and Rationality in Negotiation (1991) (576)
- The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes (1985) (507)
- Who's Really Sharing? Effects of Social and Expert Status on Knowledge Exchange Within Groups (2003) (381)
- Diverse groups and information sharing: The effects of congruent ties. (2004) (326)
- The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration (1983) (307)
- Information processing in traditional, hybrid, and virtual teams: From nascent knowledge to transactive memory (1999) (273)
- The Impact of Alternatives to Settlement in Dyadic Negotiation (1994) (257)
- Opportunity costs and the framing of resource allocation decisions (1986) (244)
- Surface-Level Diversity and Decision-Making in Groups: When Does Deep-Level Similarity Help? (2006) (232)
- The framing of negotiations: Contextual versus task frames (1987) (215)
- Improving negotiation effectiveness under final offer arbitration: The role of selection and training. (1982) (205)
- Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task (1986) (188)
- Behavioral negotiation theory : a framework for conceptualizing dyadic bargaining (1989) (175)
- Organizational Behavior: A Management Challenge (1990) (158)
- Heuristics in Negotiation: Limitations to Effective Dispute Resolution (1983) (156)
- Is the Pain Worth the Gain? The Advantages and Liabilities of Agreeing With Socially Distinct Newcomers (2009) (153)
- Power and influence in organizations (1998) (147)
- Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting (1986) (146)
- I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power (2010) (144)
- Equity, Equality, or Need? The Effects of Organizational Culture on the Allocation of Benefits and Burdens (1995) (141)
- Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital (2004) (133)
- The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes (1994) (130)
- Resources versus respect: Social judgments based on targets' power and status positions (2011) (130)
- Decision bias and personnel selection strategies (1987) (111)
- Power imbalance and the pattern of exchange in dyadic negotiation (1993) (111)
- Interest Alignment and Coalitions in Multiparty Negotiation (1998) (110)
- Negotiator cognition and rationality: A behavioral decision theory perspective (1992) (109)
- Diversity, Social Indentity, and Performance: Emergent Social Dynamics in Cross-functional Teams (1995) (109)
- Integrative bargaining in a competitive market (2015) (97)
- Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations (1994) (94)
- Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations (1995) (93)
- Effects of self- and competitor goals on performance in an interdependent bargaining task (1987) (89)
- Hot or cold: is communicating anger or threats more effective in negotiation? (2011) (85)
- Negotiating rationally: the power and impact of the negotiator's frame (1992) (81)
- Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations (2005) (76)
- The Price Is Right—Or Is It? A Reference Point Model of Two-Party Price Negotiations (1996) (74)
- The Negotiated Allocation of Benefits and Burdens: The Impact of Outcome Valence, Contribution, and Relationship (1995) (69)
- The Effect of Agents and Mediators on Negotiation Outcomes (1992) (68)
- Conflict and virtual teams (2003) (67)
- Managerial third-party dispute intervention : an inductive analysis of intervenor strategy selection (1995) (65)
- Constraints or Catalysts? Reexamining Goal Setting Within the Context of Negotiation (1995) (60)
- Research on managing groups and teams (1998) (59)
- Perspectives for Understanding Negotiation (1985) (58)
- Negotiator Rationality and Negotiator Cognition: The Interactive Roles of Prescriptive and Descriptive Research (1991) (57)
- Dynamic Valuation: Preference Changes in the Context of Face-to-face Negotiation (2004) (56)
- Procedural fairness and profit seeking: The perceived legitimacy of market exploitation (1993) (55)
- The effects of negotiation and arbitration cost salience on bargainer behavior: The role of the arbitrator and constituency on negotiator judgment (1984) (55)
- Cognitions in Organizations (1996) (53)
- Judgment by heuristics: Effects of ratee and rater characteristics and performance standards on performance-related judgments (1987) (52)
- Reservation prices, resistance points, and BATNAs: Determining the parameters of acceptable negotiated outcomes (1991) (50)
- Understanding Diversity in Organizations: Getting a Grip on a Slippery Construct (2003) (48)
- Agents as information brokers: The effects of information disclosure on negotiated outcomes (1992) (47)
- Good Definitions: The Epistemological Foundation of Scientific Progress (2003) (44)
- Default neglect in attempts at social influence (2017) (44)
- The social advantage of miscalibrated individuals: The relationship between social class and overconfidence and its implications for class-based inequality. (2020) (44)
- The phenomenology of conflict in virtual work teams (2002) (42)
- THE PERCEIVED VALUE OF FRINGE BENEFITS (1985) (42)
- The Search for Universals in Cross-Cultural Organizational Behavior (2003) (40)
- The Effect of Externally set Goals on Reaching Integrative Agreements in Competitive Markets (2015) (38)
- Threats to Social Identity Can Trigger Social Deviance (2015) (37)
- Mirror, mirror on the wall, who’s the fairest of them all? Thinking that one is attractive increases the tendency to support inequality (2014) (36)
- Technologies of status management status dynamics in e-mail communications (2000) (35)
- Multiparty Negotiation in Its Social Context (1995) (35)
- Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others (1995) (31)
- The evolution of cognition and biases in negotiation research: An examination of cognition, social perception, motivation, and emotion (2004) (31)
- The Benefits of Dominance Complementarity in Negotiations (2015) (30)
- Extending Nonmarket Strategy: Political Economy and the Radical Flank Effect in Private Politics (2016) (30)
- The effects of relationships and justification in an interdependent allocation task (1993) (29)
- Information competition and vividness effects in on-line judgments (1989) (27)
- Too much information: the perils of nondiagnostic information in negotiations. (2011) (24)
- Demographic Faultlines and Creativity in Diverse Groups (2016) (23)
- Benefits and burdens: Does it really matterWhat we allocate? (1996) (22)
- Relationship, Contribution, and Resource Constrains: Determinants of Distributive Justice in Individual Preferences and Negotiated Agreements (1999) (22)
- Nonrational escalation of commitment in negotiation (1992) (21)
- Joint Effects of Assigned Goals and Training on Negotiator Performance (1994) (21)
- Looking Back, Moving Forward: A Review of Group and Team-Based Research (2012) (18)
- Exploring Pandora's Box; The Impact of Diversity and Conflict on Work Group Performance (2008) (18)
- The Role of Fairness Considerations and Relationships in a Judgment Perspective of Negotiation (1995) (18)
- Accuracy and Perceived Expert Status in Group Decisions: When Minority Members Make Majority Members More Accurate Privately (2010) (17)
- Spillover Bias in Diversity Judgment (2017) (17)
- Creativity in Groups (2009) (16)
- The Role of Arbitration Costs and Risk Aversion in Dispute Outcomes (1990) (14)
- Technologies of Status Negotiation: Status Dynamics in Email Discussion Groups (2000) (14)
- Improving Negotiation Effectiveness under Final Offer Arbitration. (1982) (14)
- Positive Illusions about Oneself and One's Group (1997) (13)
- Group Decision Making. (1986) (13)
- Diversity at Work (2006) (13)
- Effects of decision strategy and number of openings on employment selection decisions (1990) (11)
- Toward Phenomenology of Groups and Group Membership (2003) (11)
- Instructor's manual to accompany Organizational behavior : a management challenge (2002) (10)
- Winners (don't) take all (2003) (9)
- Experience, Expertise and the Forecasting Performance of Security Analysts (1997) (9)
- A Decision Perspective on Organizations: Social Cognition, Behavioral Decision Theory and the Psychological Links to Micro and Macro Organizational Behaviour (2006) (8)
- The dynamics of gender and alternatives in negotiation. (2021) (8)
- Alternative Models of Negotiated Outcomes and the Nontraditional Utility Concerns That Limit Their Predictability (1995) (8)
- Getting (More of) What You Want: How the Secrets of Economics and Psychology Can Help You Negotiate Anything, in Business and in Life (2015) (7)
- The Handbook of Negotiation and Culture: Chapter 1. The Evolution of Cognition and Biases in Negotiation Research (2004) (7)
- Research on Managing Groups and Teams: Fairness and Groups. (2010) (6)
- Sex Effects in Performance--Related Judgments (1988) (6)
- IS A MEETING WORTH THE TIME? BARRIERS TO EFFECTIVE GROUP DECISION MAKING IN ORGANIZATIONS (2004) (5)
- Systematic Deviations from Rationality in Negotiator Behavior. (1983) (5)
- Time in Groups: Research on Managing Groups and Teams in Organizations - Volume 6 (2004) (5)
- Reply to Jung et al.: Default neglect persists over time and across contexts (2018) (4)
- Business administration reading lists and course outlines (1985) (3)
- Research on Managing Groups and Teams, 12 : Creativity in Groups (2009) (3)
- The Buyer-Seller Transaction: A Simulation of Integrative Bargaining in a Competitive Market (1986) (3)
- Information Technology as a Jealous Mistress: Competition for Knowledge between Individuals and Organizations (2000) (3)
- Organizational behavior : a management challege : teaching tools and video teaching notes (1994) (3)
- Journal of Behavioral Decision Making ‐ special issue (2002) (3)
- The Mythical Fixed-Pie (1992) (3)
- Tick tock-That’s the clock isn’t it: The relationship between time pressure and the confirmation bias (2004) (2)
- The prospect of negotiating with non-linear utilities : why some concessions are more equal than others (1994) (2)
- Chapter 3 Power, Affect, and Value Creation in Groups (2007) (2)
- All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package (2017) (2)
- Affect and groups (2007) (2)
- Fairness and Groups (2010) (2)
- Managing uncertainty in multiparty negotiations (2013) (2)
- Prosocial Distortions in Influence Strategies (2019) (1)
- Sex Effects in Performance-Related Judgments: A Challenge to Existing Theory. (1986) (1)
- Bargaining and dispute resolution Curiculla : a sourcebook (1985) (1)
- Intuition in Organizations: Leading and Managing Productively Weston H. Agor (ed.), Sage Publications, 1989. No. of Pages: 285 (1992) (1)
- Women negotiating well : the effects of gender and expectations on negotiating performance (2006) (0)
- The Role of Bargaining Zones and Agents: a Negotiation Simulation (1990) (0)
- Getting (More of) What You Want (2015) (0)
- Self-Perceived Attractiveness Measure (2014) (0)
- The Relationship of the Sixteen Personality Factor Questionnaire Inventory to Clients of a Methadone Maintenance Program (1974) (0)
- Spillover bias in diversity judgment r i o Organizational Behavior and Human Decision Processes (2018) (0)
- Research on managing groups and teams: Technology, Vol. 3 (2000) (0)
- How Biased Perceptions of Inequality Reproduce Class Differences in Organizations (2020) (0)
- Decision making and negotiation skills for entrepreneurs (1986) (0)
- Book Review of Intuition in Organizations: Leading and Managing Productively edited by Weston H. Agor (1992) (0)
- Social Identity Threat Measure (2015) (0)
- New Insights on the Gender Gap in Negotiation, Competition, and Career Choices (2020) (0)
- Well but Unwanted: The Subtle Backlash Against Prioritizing Mental Wellbeing at Work (2021) (0)
- The Effects of Agents and Mediators on Negotiation Behavior (1996) (0)
- Another Model for Organizational Conflict Resolution: Better or Just Different? (1986) (0)
- Counterproductive Work Attitudes Scale (2015) (0)
- Moving outside the board room: A proof-of-concept study on the impact of walking while negotiating (2023) (0)
- Goal Commitment Scale (2013) (0)
- Doing it Right or Doing the Right it? Uncertainty, Innovation, and Group Composition (2005) (0)
- Emerging Trends on the Micro-Effects of Resources within Organizations (2016) (0)
- The Future of Negotiations Research (2019) (0)
- Mixed-motive negotiation experience and training : a competitive edge? (1991) (0)
- Subjective Social Class Measure (2014) (0)
- / Vy Working Paper Alfred P. Sloan School of Management Integrative Bargaining in a Competitive Market \ Integrative Bargaining in a Competitive Market Integratiue Bargaining in a Competitive Market (2008) (0)
- Post-Negotiation Questionnaire (2015) (0)
- Organizational Dynamics of the Status Quo: Micro and Macro Implications for Social Change (2022) (0)
- Improving negotiation : a decision making perspective (1982) (0)
- Perceptions and Expectations of Disrespectful Treatment Measure (Study 2B) (2015) (0)
- Research on Managing in Groups and Teams, Vol. 1. (1998) (0)
- Construct Validation in Organizational Behavior Research (2003) (0)
- Fairness and Groups: Research on Managing Groups and Teams, Vol. 13 (2011) (0)
- Business Week's guide to cross-cultural negotiating : maximizing profitability in intra-and inter-cultural negotiations (1995) (0)
- Negotiation and Groups (2011) (0)
- Intensity and Appropriateness Scale (2012) (0)
- Bargaining & dispute resolution curricula : a sourcebook (1985) (0)
- HOW BRAIN CELLS COME TO ATTENTION Natural High Diversity ’ s Surprising Effects Rise of the Modern Mind Violence and Pride Power of Fainting (2007) (0)
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