Author Archives: Andrea Klestadt WG ’17

Photography by Jim GrahamG. Richard Shell 
Thomas Gerrity Professor; Professor of Legal Studies and Business Ethics and Management

JD, University of Virginia, 1981; BA, Princeton University, 1971

Research Areas 
Negotiation, power and influence in organizations; the psychology of success; commercial arbitration; contracts; legal and political aspects of competitive strategy

Recent Consulting 
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 General Electric, Johnson & Johnson, Merck & Co., Morgan Stanley, Fannie Mae, Citibank, Starwood Capital Group, Christie's, the United Food and Commercial Workers of America, and the World Economic Forum

Current Projects 
Researching a book tentatively titled The Success Seminar: Defining and Achieving Success in Business and Everyday Life.(Photography by Jim Graham)

When asking for a raise doesn’t work

When asking for a raise doesn’t work

A common explanation for the gender wage gap is that “women just don’t ask.” But recent research dispels this theory. Controlling for those who ask for raises, men are 25 percent more likely to get a raise, according to a study by researchers at Cass Business School and the University of Warwick in the U.K.