Question 1

When do audiences become indirectly involved in the negotiation?

Accepted Answer

Indirect involvement occurs wh

Question 2

The media increasingly provide opportunities for "disorganized majorities" to have a voice through all but one of the following.Which one?

Accepted Answer

A)  Web-based chat rooms. 
B)  Call-in talk shows. 
C)  Weblogs. 
D)  Media polls. 
E)  Petitions. 
A)  Web-based chat rooms. 
B)  Call-in talk shows. 
C)  Weblogs. 
D)  Media polls. 
E)  Petitions.

Question 3

In the short term,back channel diplomacy does not help to manage uncertainties by achieving early breakthroughs.

Accepted Answer

A) True 
 B)False

Question 4

A negotiator must build a relationship with only his constituency or with the other negotiating party,but never both.

Accepted Answer

A) True 
 B)False

Question 5

The quickest and most efficient way of letting one's own constituency know the exact elements of one's negotiating posture and personal commitment to this posture is to represent that position in the media.

Accepted Answer

A) True 
 B)False

Question 6

Audiences usually have only unfavorable effects on negotiations.

Accepted Answer

A) True 
 B)False

Question 7

In the ____________ relationship,negotiators are representing the interests of other parties who may or may not be at the table.

Accepted Answer

The answer of In the ____________ relationship,negotiators are representing the...

Question 8

In a negotiator's relationship with a constituency

Accepted Answer

A)  the constituency delegates all power and authority to the negotiator. 
B)  constituents expect that the negotiator will report back only when the negotiation is complete. 
C)  constituents expect to directly profit (or lose)as a result of the negotiator's effectiveness. 
D)  the negotiator presents his or her view of what he or she expects to achieve in the negotiation,and the constituency must agree to support it or find another negotiator. 
E)  All of the above occur in a negotiator's relationship with a constituency. 
A)  the constituency delegates all power and authority to the negotiator. 
B)  constituents expect that the negotiator will report back only when the negotiation is complete. 
C)  constituents expect to directly profit (or lose)as a result of the negotiator's effectiveness. 
D)  the negotiator presents his or her view of what he or she expects to achieve in the negotiation,and the constituency must agree to support it or find another negotiator. 
E)  All of the above occur in a negotiator's relationship with a constituency.

Question 9

Fisher and Davis have identified all but one of the following statements as advice to constituencies on managing agents.

Accepted Answer

A)  The constituent should focus most of his or her communication to the agent on interests,priorities,and alternatives,rather than specific settlement points. 
B)  The agent's authority should expand as the agent and constituent gain insight about the other parties through the negotiation process. 
C)  The agent should not be given the discretion to design and develop an effective overall negotiation process. 
D)  Specific and direct instructions to the agent by constituents should be put in writing about the other parties through the negotiation process. 
E)  The agent should have no authority to make a binding commitment on any substantive issues. 
A)  The constituent should focus most of his or her communication to the agent on interests,priorities,and alternatives,rather than specific settlement points. 
B)  The agent's authority should expand as the agent and constituent gain insight about the other parties through the negotiation process. 
C)  The agent should not be given the discretion to design and develop an effective overall negotiation process. 
D)  Specific and direct instructions to the agent by constituents should be put in writing about the other parties through the negotiation process. 
E)  The agent should have no authority to make a binding commitment on any substantive issues.

Question 10

What is a negotiating team?

Accepted Answer

Two or more parties on the sam

Question 11

An audience can be defined as

Accepted Answer

A)  parties on the same side that are working together and collectively advocating the same positions and interests. 
B)  negotiators representing the interests of other parties. 
C)  one or more parties that have designated someone else to represent their positions and interests in a negotiation. 
D)  any individual or group of people who are not directly involved in or affected by a negotiation,but who have a chance to observe and react to the ongoing events and who may be drawn into the negotiation. 
E)  An audience can be defined as all of the above. 
A)  parties on the same side that are working together and collectively advocating the same positions and interests. 
B)  negotiators representing the interests of other parties. 
C)  one or more parties that have designated someone else to represent their positions and interests in a negotiation. 
D)  any individual or group of people who are not directly involved in or affected by a negotiation,but who have a chance to observe and react to the ongoing events and who may be drawn into the negotiation. 
E)  An audience can be defined as all of the above.

Question 12

As the number of negotiators increases,the likelihood of finding common ground to satisfy all interests usually increases as well,thus making group negotiations more successful than a negotiating dyad.

Accepted Answer

A) True 
 B)False

Question 13

Informal communications in a negotiation can take place in what way?

Accepted Answer

A)  communicate through superiors 
B)  communicate through intermediaries 
C)  communicate directly to the other party's constituency 
D)  communicate directly to bystanders 
E)  Informal communications can take place through all of the above methods. 
A)  communicate through superiors 
B)  communicate through intermediaries 
C)  communicate directly to the other party's constituency 
D)  communicate directly to bystanders 
E)  Informal communications can take place through all of the above methods.

Question 14

It is important to establish negotiating ground rules as the negotiating process evolves.

Accepted Answer

A) True 
 B)False

Question 15

When audiences become directly involved in the negotiation process,the complexity of the interaction increases depending on

Accepted Answer

A)  who the audience is. 
B)  what issues are at stake. 
C)  how much power the audience has. 
D)  what kind of role the audience chooses to play. 
E)  The complexity of the interaction depends on all of the above. 
A)  who the audience is. 
B)  what issues are at stake. 
C)  how much power the audience has. 
D)  what kind of role the audience chooses to play. 
E)  The complexity of the interaction depends on all of the above.

Question 16

How can a constituency be used tactically to show support for a bargaining position?

Accepted Answer

Make the constituency visible and let th

Question 17

The presence of ________________ pressures leads to longer,more time-consuming negotiations than when accountability pressures are absent.

Accepted Answer

The answer of The presence of ________________ pressures leads to...

Question 18

The "harmony-and-light speech"

Accepted Answer

A)  communicates that the other negotiator is interested in building a personal relationship. 
B)  indicates that the parties are adamant in their positions. 
C)  is a clear sign that negotiations will be tense. 
D)  is another name for a deadlocked negotiation. 
E)  The "harmony and light speech" accomplishes none of the above. 
A)  communicates that the other negotiator is interested in building a personal relationship. 
B)  indicates that the parties are adamant in their positions. 
C)  is a clear sign that negotiations will be tense. 
D)  is another name for a deadlocked negotiation. 
E)  The "harmony and light speech" accomplishes none of the above.

Question 19

Successful management of a constituency requires that negotiators have control over the ____________ of their negotiating behavior.

Accepted Answer

The answer of Successful management of a constituency requires that...

Question 20

Individuals who are stronger in face threat sensitivity are more likely to agree to three statements according to a group of researchers.What are those three statements?

Accepted Answer

"My feelings are hurt easily."

When do audiences become indirectly involved in the negotiation?

The media increasingly provide opportunities for "disorganized majorities" to have a voice through all but one of the following.Which one?

In the short term,back channel diplomacy does not help to manage uncertainties by achieving early breakthroughs.

A negotiator must build a relationship with only his constituency or with the other negotiating party,but never both.

The quickest and most efficient way of letting one's own constituency know the exact elements of one's negotiating posture and personal commitment to this posture is to represent that position in the media.

Audiences usually have only unfavorable effects on negotiations.

In the ____________ relationship,negotiators are representing the interests of other parties who may or may not be at the table.

In a negotiator's relationship with a constituency

Fisher and Davis have identified all but one of the following statements as advice to constituencies on managing agents.

What is a negotiating team?

An audience can be defined as

As the number of negotiators increases,the likelihood of finding common ground to satisfy all interests usually increases as well,thus making group negotiations more successful than a negotiating dyad.

Informal communications in a negotiation can take place in what way?

It is important to establish negotiating ground rules as the negotiating process evolves.

When audiences become directly involved in the negotiation process,the complexity of the interaction increases depending on

How can a constituency be used tactically to show support for a bargaining position?

The presence of ________________ pressures leads to longer,more time-consuming negotiations than when accountability pressures are absent.

The "harmony-and-light speech"

Successful management of a constituency requires that negotiators have control over the ____________ of their negotiating behavior.

Individuals who are stronger in face threat sensitivity are more likely to agree to three statements according to a group of researchers.What are those three statements?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters

Exam 11: Agents, Constituencies, Audiences

When do audiences become indirectly involved in the negotiation?

The media increasingly provide opportunities for "disorganized majorities" to have a voice through all but one of the following.Which one?

In the short term,back channel diplomacy does not help to manage uncertainties by achieving early breakthroughs.

A negotiator must build a relationship with only his constituency or with the other negotiating party,but never both.

The quickest and most efficient way of letting one's own constituency know the exact elements of one's negotiating posture and personal commitment to this posture is to represent that position in the media.

Audiences usually have only unfavorable effects on negotiations.

In the ____________ relationship,negotiators are representing the interests of other parties who may or may not be at the table.

In a negotiator's relationship with a constituency

Fisher and Davis have identified all but one of the following statements as advice to constituencies on managing agents.

What is a negotiating team?

An audience can be defined as

As the number of negotiators increases,the likelihood of finding common ground to satisfy all interests usually increases as well,thus making group negotiations more successful than a negotiating dyad.

Informal communications in a negotiation can take place in what way?

It is important to establish negotiating ground rules as the negotiating process evolves.

When audiences become directly involved in the negotiation process,the complexity of the interaction increases depending on

How can a constituency be used tactically to show support for a bargaining position?

The presence of ________________ pressures leads to longer,more time-consuming negotiations than when accountability pressures are absent.

The "harmony-and-light speech"

Successful management of a constituency requires that negotiators have control over the ____________ of their negotiating behavior.

Individuals who are stronger in face threat sensitivity are more likely to agree to three statements according to a group of researchers.What are those three statements?

The Nature of Negotiation

Strategy and Tactics of Distributive Bargaining

Strategy and Tactics of Integrative Negotiation

Negotiation: Strategy and Planning

Ethics in Negotiation

Perception, Cognition, and Emotion

Communication

Finding and Using Negotiation Power

Influence

Relationships in Negotiation

Coalitions

Multiple Parties and Teams in Negotiation

Individual Differences I: Gender and Negotiation

Individual Differences II: Personality and Abilities

International and Cross-Cultural Negotiation

Managing Negotiation Impasses

Managing Difficult Negotiations

Third Party Approaches to Managing Difficult Negotiations

Best Practices in Negotiations

Filters