Be Careful What You Ask For: The Importance of Questions in Negotiation
About the class
Negotiation is a part of our everyday life. We bargain at home and at work, with our family and with strangers. We know that negotiation is important, and judging by sales of books on negotiation, we want to be good at it.
An underappreciated key to being good at bargaining is to develop the ability to ask good questions. Since information is the key to understanding the content and constraints of a negotiation, questions provide a means of identifying hidden value.
About the Presenter
From August 2006 - July 2015, John T. Delaney served as dean of the University of Pittsburgh's Joseph M. Katz Graduate School of Business & College of Business Administration. He was the sixth person to serve as dean since the establishment of the Graduate School of Business in 1960. During his tenure as dean, Delaney successfully encouraged greater collaboration among faculty, staff, students, alumni, and friends to create and deliver an outstanding education in business.
Delaney was born in Rochester, N.Y. He earned a B.S. degree in industrial relations from LeMoyne College in 1977 and A.M. and Ph.D. degrees in labor and industrial relations from the University of Illinois in 1980 and 1983, respectively.
He is widely recognized for his scholarship in negotiation, dispute resolution, and labor-management relations. In addition to publishing numerous books, reports, and articles since 1980, Delaney has provided expert testimony in Washington, D.C. to the National Labor Relations Board and the Subcommittee on Labor of the U.S. Senate Committee on Labor and Human Resources. He has also been interviewed and quoted by reporters from many news organizations, including The Wall Street Journal, Los Angeles Times, The New York Times, The Washington Post, CNN, CBS News, and National Public Radio.