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
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).