G. Richard Shell
Thomas Gerrity Professor
Professor of Legal Studies and Business Ethics and Management
Chairperson, Legal Studies and Business Ethics Department
Research Interests: negotiation, power and influence in organizations, the psychology of success, commercial arbitration, contracts, legal and political aspects of competitive strategy
Address: 643 Jon M. Huntsman Hall, 3730 Walnut Street, Philadelphia, PA 19104
Office: (215) 898-9525
JD with Honors, University of Virginia; BA with Honors, Princeton University.
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 Google, Four Seasons Hotels and Resorts, General Electric, Johnson & Johnson, Merck & Co., Morgan Stanley, Citibank, Starwood Capital Group, Christie's, the United Food and Commercial Workers of America, and the World Economic Forum. Has addressed the Army War College, the Chief of Naval Operations' Senior Strategy Group, and both Army and Navy Special Operations forces. Has also worked closely with the FBI's Crisis Negotiation Unit.
Career and Recent Professional Awards; Teaching Awards
2013 Business Book of the Year and Personal Development Book of the Year Awards for Springboard: Launching Your Personal Search for Success; 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, 2009, 2012, 2014; Graduate Division Excellence in Teaching Award, 1993, 1994, 1995, 2009; 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
Academic Positions Held
Wharton: 1986-present . Named Thomas Gerrity Professor, 2001; Chairperson, Legal Studies and Business Ethics Department, 1995-2000 and 2010-Present; Pfizer Foundation Term Assistant Professor of Legal Studies, 1986-91. Previous appointment: Lecturer in Legal Studies Program, Brandeis University. Visiting Scholar, Harvard University School of Law; Harvard Program on Negotiation.
Associate, Hill & Barlow, Boston; Law Clerk, Judge Levin H. Campbell, United States Court of Appeals for the First Circuit, Boston, MA; Account Executive and Market Researcher, J.R. Taft Corporation, Washington, DC; Social worker and housing relocation counselor, Washington, DC.
General research interests include the psychology and philosophy of success; negotiation strategy, the art and science of persuasion, and effective interpersonal influence. Current Projects: researching the neuroscience and psychology of belief states and their roles in persuasion and influence. Investigating culture as a variable in global conflicts and negotiations.
G. Richard Shell (2010), The Morality of Bargaining: Identity versus Interests in Negotiations with Evil, Negotiation Journal, 26 (4), 453 - 481.
G. Richard Shell (1995), "Trade Legalism and International Relations Theory: An Analysis of the World Trade Organization", Duke Law Journal, 44 (5).
G. Richard Shell (1991), When is it Legal to Lie, Sloan Management Review, 32 (3).
Awards And Honors
- Excellence in Teaching, 2014
- Personal Development Book of the Year, 2013 Description
- Business Book of the Year, 2013 Description
- Excellence in Teaching, 2013
- Huntsman Senior Class Teaching Award, 2011
- Class of 1984 award for teacher with highest teaching evaluations in the MBA program, 2009
- David W. Hauck Award for Excellence in Undergraduate Teaching, 2009
- Excellence in Teaching, 2006
- Center for Public Resources, Institute for Dispute Resolution's Book Award for Excellence for Bargaining for Advantage: Negotiation Strategies for Reasonable People (Penguin), 1999
- Excellence in Teaching, 1999
- Miller-Sherrerd MBA Core Curriculum Teaching Awards, 1997
- Executive MBA Program Outstanding Teaching Award , 1996
- Excellence in Teaching, 1995 Description
- Excellence in Teaching, 1994 Description
- Excellence in Teaching, 1993 Description
- Excellence in Teaching, 1992
- Undergraduate Division Excellence in Teaching Award, 1991
In The News
- The Art Of Haggling, Forbes - 10/08/2009
- How to Become a Master Persuader, CBS – Money Watch - 07/07/2009
Knowledge @ Wharton
Teach courses for undergraduates and MBA students on the Literature of Success, Negotiations and Conflict Management, and Responsibility in Business.
LGST206 - Negotiation and Conflict Resolution
This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.
LGST227 - Literature of Success
This course explores the history, literature, and philosophy of two age-old questions: what does it mean to be successful and how does one achieve this elusive goal? It surveys some of the classics of the "success" genre - from Benjamin Franklin's Autobiography in the 18th century to Dale Carnegie's How to Win Friends and Influence People and Marcus Buckingham's Now, Discover Your Strengths in the 20th and 21st centuries. Case studies of remarkable achievements in business and society and Arthur Miller's play Death of a Salesman provide additional contexts within which to reflect on the questions at the center of the course. Students will keep a personal journal and use web-based tools to examine their own character strengths, talents, and achievement orientations. Grading is based on class attendance and participation, reading response papers, personal journals on assigned topics involving self reflection, a mid-term paper on an assigned research subject related to success, and a final, longer paper exploring, based on course readings and original research, each students personal philosophy of success. No final exam.
LGST612 - Responsibility in Business
This course introduces students to important ethical and legal challenges they will face as leaders in business. The course materials will be useful to students preparing for managerial positions that are likely to place them in advisory and/or agency roles owing duties to employers, clients, suppliers, and customers. Although coverage will vary depending on instructor, the focus of the course will be on developing skills in ethical and legal analyses that can assist managers as they make both individual-level and firm-level decisions about the responsible courses of action when duties, loyalties, rules, norms, and interests are in conflict. For example, the rules of insider trading may form the basis for lessons in some sections.
Group assignments, role-plays, and case studies may, at the instructor's discretion, be used to help illustrate the basic theoretical frameworks. Course materials will highlight industry codes and professional norms, as well as the importance of personal and/or religious values.
Format: class participation, quiz, group report, and final paper or exam. Materials: coursepack. Prerequisites: none.