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Winning Others Over: How to Sell Your Ideas One Person at a Time
Elmer F. and Ellen Laws Burwig Lecture, presented by CISCDR (Center for the Interdisciplinary Study of Conflict and Dispute Resolution)
OCT 15, 2009
4:30 PM - 5:30 PM
Moot Courtroom
“You can have brilliant ideas, but if you can’t get them across, your ideas won’t get you anywhere…” —Lee Iacocca

You may need Sun Tzu’s The Art of War to understand how to defeat your enemies. But if you would prefer to win them over, you need to know the principles embodied in G. Richard Shell’s The Art of Woo. In this lecture, Professor Shell will be discussing how to be more persuasive with clients, colleagues, juries, and even spouses.

As director of both Wharton’s Executive Negotiation Workshop and its Program on Strategic Persuasion, Prof. Shell has conducted extensive research into what it takes to deal with difficult bosses, impossible clients, and complex organizations. He has advised literally thousands of executives and nonprofit managers, including the leaders of the FBI’s crisis negotiation unit and presidents of major universities, overcome challenges like these.

As part of his research he has also studied the lives of the greatest persuaders in history – from Abraham Lincoln, John D. Rockefeller, Jr. and Andrew Carnegie to Andy Grove, Sam Walton, and Bono – to learn their best practices. By combining these lessons from history with the latest research on effective communication and interpersonal influence, he has developed a systematic, repeatable strategy for putting your ideas across. His lecture, illustrated with compelling, real-life video examples, will illustrate the five main barriers to effective influence and show concrete steps you can take to overcome each one.
Speaker Information
Richard ShellG. Richard Shell
Thomas Gerrity Professor
Professor of Legal Studies and Business Ethics and Management
The Wharton School of The University of Pennsylvania

G. Richard Shell has taught at Wharton since 1986. He is the Academic Director for two Wharton executive education programs: The Executive Negotiation Workshop and the Strategic Persuasion Workshop. He is also the author of three books, which have been translated into a total of sixteen languages: The Art of Woo: Using Strategic Persuasion to Sell Your Ideas (Portfolio/Penguin 2007) (with Mario Moussa), Bargaining for Advantage: Negotiation Strategies for Reasonable People (2nd Edition, Penguin 2006), and a work on competitive strategy and law entitled Make the Rules or Your Rivals Will (Crown Business 2004). Finally, his legal articles on commercial arbitration have been cited and relied upon in several important U.S. Supreme Court decisions.

Prof. Shell is an internationally recognized expert in negotiations, persuasion, law and strategy, and is an award-winning teacher. He has lectured to some of the world's most influential corporate, nonprofit and political leaders at venues such as the World Economic Forum in Davos, Switzerland and the World Negotiation Forum in New York City. Wharton students have honored Prof. Shell with numerous teaching prizes, and his professional peers have recognized his scholarly contributions to the dispute resolution field by giving his work some of their top awards. BusinessWeek’s bi-annual "Guide to the Best Business Schools" has consistently listed Prof. Shell as one of the Wharton School’s top professors based on polls of Wharton School graduates. In 2009, he won the top teaching prizes in both of Wharton’s degree-granting programs – the MBA and the undergraduate divisions.

As a consultant, Prof. Shell has worked for over 100 business firms and nonprofit organizations. His clients include: Google, General Electric, Johnson & Johnson, Citibank, Merck & Company, Hewlett-Packard, Enterprise Rent-a-Car, Christie’s, the Pew Charitable Trusts, American Association of Medical Colleges, the Teamsters, and the United Food and Commercial Workers International. He has also worked closely with the Federal Bureau of Investigation’s crisis negotiations unit and its hostage negotiation training program.

As a scholar, Prof. Shell has published widely on the subjects of negotiation, dispute resolution, and strategy in leading business and legal journals. He has been a Visiting Scholar at Harvard Law School's Program on Negotiation, testified before Congress on public policy questions related to litigation and dispute resolution, and published opinion articles for such publications as Wall Street Journal, the New York Times, the Boston Globe, and the Philadelphia Inquirer. Bargaining for Advantage won the CPR Institute for Dispute Resolution's 1999 Book Award for Excellence.
Additional Information
Open to the public at no cost. One FREE hour of CLE credit will be available to lawyers who attend. Please note - Recording in any form is prohibited.

Supplemental Readings:
· Shell Bibliography
· The Art of Woo, Chapter 1
· Idea Champions

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