Richard Shell

Questioner
DISC Type : c

Chairperson, Legal Studies & Business Ethics Department at The Wharton School

Greater Philadelphia, United States

Overview

Richard Shell is the Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at the Wharton School. He is a multiple award-winning teacher and the author of several bestselling books on negotiation, ethics, and personal success. He earned his B.A. from Princeton University and his Juris Doctor from the University of Virginia.

Outside of academia, Richard is deeply interested in what constitutes a successful life, a topic he explores in his speaking and writing. He has two grown sons and is married to a college classmate whom he met at a Grateful Dead concert over 40 years ago, highlighting a blend of professional and personal passions.

Interesting fact: His books have sold over 500,000 copies and been translated into more than 17 languages worldwide.

Personality Overview

Price-Sensitive

Value Seeker

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. They prefer to do thorough analysis of any situation.

Topics They Care About

Negotiation Strategy
He is the author of the bestselling book "Bargaining for Advantage" and serves as the Academic Director for Wharton's Executive Negotiation Workshop.
Business Ethics
His work, professorship, and recent book, "The Conscience Code," focus on leading with personal values and integrity in professional settings.
Lifelong Learning
He champions the idea of lifelong learning, calling executives in his programs "life-long learners" and believing it is the secret to success.

Media Appearances

555: Lead with Your Values to Advance Your Career with the Wharton School’s G. Richard Shell (Encore Presentation of Episode 381). Featured in Apple Podcasts

See Now

Work History

7-2012 - 7-2021
Chairperson, Legal Studies & Business Ethics Department at The Wharton School
1-1993
Academic Director: Executive Negotiation Workshop: Negotiate with Confidence at Wharton Executive Education
1-1986
The Wharton School’s Thomas Gerrity Professor of Legal Studies, Business Ethics, and Management at The Wharton School

Education

B.A. from Princeton University
Juris Doctor from University of Virginia School of Law

More Information

Social Presence :

Prographics :

Exp : 35 Location : Greater Philadelphia, United States Job Level : Senior Designation : Chairperson, Legal Studies & Business Ethics Department at The Wharton School
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Richard

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Richard take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Richard

Personality Compatibility


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