G. Richard Shell Faculty Profile

G. Richard Shell
Thomas Gerrity Professor; Professor of Legal Studies and Business Ethics and Management

JD, University of Virginia, 1981; BA, Princeton University, 1971

Research Areas
Negotiation, power and influence in organizations; the psychology of success; commercial arbitration; contracts; legal and political aspects of competitive strategy

Recent Consulting
Negotiation and legal strategy advice for a variety of clients, including firms and individuals in the health care industry, financial services, high tech, family businesses, and investment banking; Designed and taught customized seminars in the United States and abroad for General Electric, Johnson & Johnson, Merck & Co., Morgan Stanley, Fannie Mae, Citibank, Starwood Capital Group, Christie's, the United Food and Commercial Workers of America, and the World Economic Forum

Current Projects
Researching a book tentatively titled The Success Seminar: Defining and Achieving Success in Business and Everyday Life.

Academic Positions Held
Wharton: 1986-present (named Thomas Gerrity Professor, 2001; Chairperson, Legal Studies Department, 1995-2000; Pfizer Foundation Term Assistant Professor of Legal Studies, 1986-91). Previous appointment: Brandeis University. Visiting appointment: Harvard University School of Law; Harvard Program on Negotiation

Other Positions
Associate, Hill & Barlow, Boston, 1982-86; Law Clerk, United States Court of Appeals for the First Circuit, Boston, 1981-82; Account Executive and Market Researcher, J.R. Taft Corporation, Washington, DC, 1973-76; Social worker and housing relocation counselor, Washington, DC, 1971-73

Career and Recent Professional Awards; Teaching Awards
1999 Book Award for Excellence for Bargaining for Advantage, CPR Institute for Dispute Resolution; Junior Faculty Award for Excellence, American Business Law Association, 1989; Undergraduate Division Excellence in Teaching Award, 1990, 1991, 2005, 2006; Graduate Division Excellence in Teaching Award, 1993, 1994, 1995; Wharton Executive MBA Program Outstanding Teaching Award 1996; Miller-Sherrerd MBA Core Curriculum Teaching Award, 1996; Executive MBA (WEMBA) Teaching Award for Electives, 1996; WGA Core Curricular Cluster Award, 1996, 1997, 1998, 1999

Representative Publications
(with Mario Moussa)
The Art of Woo: Using Strategic Persuasion to Sell Your Ideas. Portfolio/Penguin 2007.

Bargaining for Advantage: Negotiation Strategies for Reasonable People. 2nd edition, Viking Press/Penguin Books: New York, 2006.

Make the Rules or Your Rivals Will. Crown Business/ Random House: New York, 2004.

“The Role of Bargaining Style in Public Company Audits,” Journal of Forensic Accounting Vol. 4, pp. 233-248 (2003).

"Using Computers to Realize Joint Gains in Negotiations: Toward and Electronic Bargaining Table." Management Science 43.8 (1997).

"Trade Legalism and International Relations Theory: An Analysis of the World Trade Organization." Duke Law Journal 44 (1995).