125th Anniversary Faculty Tour
Richard Shell
Thomas Gerrity Professor; Professor of Legal Studies and Business Ethics;
Professor of Management
Richard Shell, one of the world's leading experts on negotiation and legal strategy for businesses, has written such definitive books as Make the Rules or Your Rivals Will and the award-winning Bargaining for Advantage: Negotiation Strategies for Reasonable People. In his consulting work and customized seminars for organizations around the world — including General Electric, Johnson & Johnson, Merck, Morgan Stanley, Fannie Mae, Citibank, and the World Economic Forum — he provides advice on negotiation, competitive strategy, contracts, commercial arbitration, and the psychology of success. To read Professor Shell's full profile, click here.
In his own words…
"Suing your customers is not a winning business strategy. And this sort of strategy does not play well in the court of public opinion. The way to respond to the demise of the commercial CD is not to sue Internet users. It is to figure out new ways to make money on music. The U.S. music industry should be leading the way toward such new concepts, not lashing out at its customers like the angry, injured giant that chased Jack down his beanstalk."
Read about Richard Shell's research in Knowledge@Wharton:
- How Companies Use (and Abuse) Law for Competitive Gains
- Suing Your Customers: A Winning Business Strategy?
- Collapse in Cancun: The World Trade Agenda Gets Sidetracked
- Lawyers and Accountants Can Expect Curbs and Compromises in New SEC Rules
- Are Efforts to Extend Patent and Copyright Laws Good for Business or Good for Society?
Read Richard Shell's profile in the Wharton Alumni Magazine.