Question 1

The ____________ play an integral role by serving as both an audience themselves and as a communication vehicle to reach other audiences.

Accepted Answer

The answer of The ____________ play an integral role by...

Question 2

There are many different types of audiences and audience effects.A type of audience comprised of one or more parties whose interests,demands,or priorities are being represented by the focal negotiator at the table is part of one of the following.

Accepted Answer

A)  team member 
B)  bystander 
C)  neutral 
D)  constituent 
E)  observer 
A)  team member 
B)  bystander 
C)  neutral 
D)  constituent 
E)  observer

Question 3

A negotiator's team member can do as much to influence and shape a spokesperson's behavior as what the opposing negotiator says or does.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following is not an example of major characteristics of audiences?

Accepted Answer

A)  Audiences vary according to whether they are physically present at or absent from the negotiation. 
B)  Audiences try harder when they are under surveillance. 
C)  Audiences affect negotiations is by the degree of their involvement in the process. 
D)  Audiences also give periodic feedback to the negotiators,evaluating their effectiveness and letting them know how they are doing. 
E)  Audiences who are outcome-dependent derive their payoffs as a direct result of the negotiator's behavior and effectiveness. 
A)  Audiences vary according to whether they are physically present at or absent from the negotiation. 
B)  Audiences try harder when they are under surveillance. 
C)  Audiences affect negotiations is by the degree of their involvement in the process. 
D)  Audiences also give periodic feedback to the negotiators,evaluating their effectiveness and letting them know how they are doing. 
E)  Audiences who are outcome-dependent derive their payoffs as a direct result of the negotiator's behavior and effectiveness.

Question 5

What are the two purposes of informal meetings between negotiators?

Accepted Answer

To sense what the other side's

Question 6

Conducting negotiations through an agent who is not the senior person allows the organization to limit its ____________ by limiting the negotiator's power and authority to make decisions.

Accepted Answer

The answer of Conducting negotiations through an agent who is...

Question 7

When would a negotiator communicate directly to the other party's constituency?

Accepted Answer

When the negotiator believes that negoti

Question 8

Negotiators do not have to be careful about revealing how much authority and autonomy they really have.

Accepted Answer

A) True 
 B)False

Question 9

The accountability of a negotiator to an audience will occur under what two dominant conditions?

Accepted Answer

When a bargainer's performance is visibl

Question 10

Continued characterizations of the negotiator as weak,soft,or someone who sells out may lead to what outcomes?

Accepted Answer

First,the bargainer may become increasin

Question 11

Team members may agree to play a special ____________ in negotiation,but they may also shift into another ____________ as the negotiation evolves.

Accepted Answer

The answer of Team members may agree to play a...

Question 12

What unique pressures and conflicts does representing a constituent create for an agent?

Accepted Answer

The agent may be unable to bot

Question 13

Negotiators with constituencies are involved in what two different relationships?

Accepted Answer

The first relationship is with the const

Question 14

Negotiators ____________ when they know they are being watched.

Accepted Answer

The answer of Negotiators ____________ when they know they are...

Question 15

When negotiators negotiate in full view of their constituencies,they are less likely to make concessions than negotiators who deliberate in private.

Accepted Answer

A) True 
 B)False

Question 16

Well-organized audiences can have significant effect on the outcome of negotiations even if their total number is small.

Accepted Answer

A) True 
 B)False

Question 17

What is the dilemma of trust between agents and constituents?

Accepted Answer

The dilemma is that the more trust const

Question 18

Communications through bystanders may occur

Accepted Answer

A)  as an explicit and conscious tactic to exert influence on the other party. 
B)  as an effort to build alliances and support for one's own position. 
C)  as a result of the natural tendency for conflict to proliferate and envelop innocent bystanders. 
D)  as a manipulation by an agent to undermine the other party's position. 
E)  All of the above are examples of communications through bystanders. 
A)  as an explicit and conscious tactic to exert influence on the other party. 
B)  as an effort to build alliances and support for one's own position. 
C)  as a result of the natural tendency for conflict to proliferate and envelop innocent bystanders. 
D)  as a manipulation by an agent to undermine the other party's position. 
E)  All of the above are examples of communications through bystanders.

Question 19

Negotiators who have constituents are usually involved in three or four distinctly different relationships-and often in two separate and distinct negotiations.

Accepted Answer

A) True 
 B)False

Question 20

Define constituency.

Accepted Answer

A constituency is one or more

The ____________ play an integral role by serving as both an audience themselves and as a communication vehicle to reach other audiences.

There are many different types of audiences and audience effects.A type of audience comprised of one or more parties whose interests,demands,or priorities are being represented by the focal negotiator at the table is part of one of the following.

A negotiator's team member can do as much to influence and shape a spokesperson's behavior as what the opposing negotiator says or does.

Which of the following is not an example of major characteristics of audiences?

What are the two purposes of informal meetings between negotiators?

Conducting negotiations through an agent who is not the senior person allows the organization to limit its ____________ by limiting the negotiator's power and authority to make decisions.

When would a negotiator communicate directly to the other party's constituency?

Negotiators do not have to be careful about revealing how much authority and autonomy they really have.

The accountability of a negotiator to an audience will occur under what two dominant conditions?

Continued characterizations of the negotiator as weak,soft,or someone who sells out may lead to what outcomes?

Team members may agree to play a special in negotiation,but they may also shift into another as the negotiation evolves.

What unique pressures and conflicts does representing a constituent create for an agent?

Negotiators with constituencies are involved in what two different relationships?

Negotiators ____________ when they know they are being watched.

When negotiators negotiate in full view of their constituencies,they are less likely to make concessions than negotiators who deliberate in private.

Well-organized audiences can have significant effect on the outcome of negotiations even if their total number is small.

What is the dilemma of trust between agents and constituents?

Communications through bystanders may occur

Negotiators who have constituents are usually involved in three or four distinctly different relationships-and often in two separate and distinct negotiations.

Define constituency.

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

The ____________ play an integral role by serving as both an audience themselves and as a communication vehicle to reach other audiences.

There are many different types of audiences and audience effects.A type of audience comprised of one or more parties whose interests,demands,or priorities are being represented by the focal negotiator at the table is part of one of the following.

A negotiator's team member can do as much to influence and shape a spokesperson's behavior as what the opposing negotiator says or does.

Which of the following is not an example of major characteristics of audiences?

What are the two purposes of informal meetings between negotiators?

Conducting negotiations through an agent who is not the senior person allows the organization to limit its ____________ by limiting the negotiator's power and authority to make decisions.

When would a negotiator communicate directly to the other party's constituency?

Negotiators do not have to be careful about revealing how much authority and autonomy they really have.

The accountability of a negotiator to an audience will occur under what two dominant conditions?

Continued characterizations of the negotiator as weak,soft,or someone who sells out may lead to what outcomes?

Team members may agree to play a special ____________ in negotiation,but they may also shift into another ____________ as the negotiation evolves.

What unique pressures and conflicts does representing a constituent create for an agent?

Negotiators with constituencies are involved in what two different relationships?

Negotiators ____________ when they know they are being watched.

When negotiators negotiate in full view of their constituencies,they are less likely to make concessions than negotiators who deliberate in private.

Well-organized audiences can have significant effect on the outcome of negotiations even if their total number is small.

What is the dilemma of trust between agents and constituents?

Communications through bystanders may occur

Negotiators who have constituents are usually involved in three or four distinctly different relationships-and often in two separate and distinct negotiations.

Define constituency.

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

Team members may agree to play a special in negotiation,but they may also shift into another as the negotiation evolves.