‘Expectations drive behaviour. If we expect to do poorly we
will behave in ways that ensure a poor performance. Negotiation is problem
solving. The goal is not to get a deal; the goal is to get a good deal.’ Margaret
Neale
Margaret Neale is the Adams Distinguished Professor of
Management at the Stanford University Graduate School of Business. Her research
focuses primarily on negotiation and team performance. In particular, she
studies cognitive and social processes that produce departures from effective
negotiating behaviour. 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.