Question 1

A constituency is

Accepted Answer

A)  one or more parties whose interests,demands,or priorities are being represented by the focal negotiator at the table. 
B)  a negotiator representing the interests of another party. 
C)  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. 
D)  two or more parties on the same side who are working together and collectively advocating the same positions and interests. 
E)  A constituency can be defined by all of the above. 
A)  one or more parties whose interests,demands,or priorities are being represented by the focal negotiator at the table. 
B)  a negotiator representing the interests of another party. 
C)  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. 
D)  two or more parties on the same side who are working together and collectively advocating the same positions and interests. 
E)  A constituency can be defined by all of the above.

Question 2

A third type of audience is composed of external ____________ and observers.

Accepted Answer

The answer of A third type of audience is composed...

Question 3

Which of the following insights about pressures on sports agents to compete leads to ethical pressures was not found to be true?

Accepted Answer

A)  Competition for top players is very heavy. 
B)  The only way to compete is to cheat. 
C)  Agents spend too much time negotiating salaries. 
D)  Many follow religious principles to guide their conduct. 
E)  Agents post security bonds that could pay damages to athletes if the agent misbehaves. 
A)  Competition for top players is very heavy. 
B)  The only way to compete is to cheat. 
C)  Agents spend too much time negotiating salaries. 
D)  Many follow religious principles to guide their conduct. 
E)  Agents post security bonds that could pay damages to athletes if the agent misbehaves.

Question 4

An audience may be directly and seriously affected by the results of a particular negotiation but unable to exert leverage on the negotiations because they have no means for determining their _________ sentiments or making decisions among themselves.

Accepted Answer

The answer of An audience may be directly and seriously...

Question 5

"Either you deal with me and my demands or you work with someone else from my constituency who is far more irrational than me" is a statement from a negotiator who would fall into which of the following tactics described below?

Accepted Answer

A)  Limit one's own concessions by making negotiations visible to the constituency. 
B)  Use the constituency to show militancy. 
C)  Use the constituency to limit one's own authority. 
D)  Use great caution in exceeding one's authority. 
E)  Increase the possibility of concession to the other negotiator by reducing visibility to constituencies. 
A)  Limit one's own concessions by making negotiations visible to the constituency. 
B)  Use the constituency to show militancy. 
C)  Use the constituency to limit one's own authority. 
D)  Use great caution in exceeding one's authority. 
E)  Increase the possibility of concession to the other negotiator by reducing visibility to constituencies.

Question 6

The tactic of communicating though intermediaries is most often used under what circumstance?

Accepted Answer

A)  when the negotiator represents an organization or group that has some formal hierarchy of power 
B)  when the other party is not representing his or her constituency's interests clearly and effectively at the table 
C)  when deliberations are deadlocked and need to be unfrozen 
D)  as an effort to build alliances and support for one's own position 
E)  Communicating through intermediaries and constituency members is used under all of the above circumstances. 
A)  when the negotiator represents an organization or group that has some formal hierarchy of power 
B)  when the other party is not representing his or her constituency's interests clearly and effectively at the table 
C)  when deliberations are deadlocked and need to be unfrozen 
D)  as an effort to build alliances and support for one's own position 
E)  Communicating through intermediaries and constituency members is used under all of the above circumstances.

Question 7

It is a good idea to negotiate for yourself when you are emotionally involved in an issue or problem in order not to get sidetracked by the discussion.

Accepted Answer

A) True 
 B)False

Question 8

An outcome-dependent audience is one that can observe the negotiation but will not be directly affected by the results.

Accepted Answer

A) True 
 B)False

Question 9

Portraying an image of confidence,control,and steadfast determination is not as essential in appealing to an audience as being well dressed and well spoken.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following strategies can be used to manipulate the effect an audience can have?

Accepted Answer

A)  Limit one's own concessions by making negotiations invisible to the constituency. 
B)  Do not allow the constituency to demonstrate their commitment to the bargaining position. 
C)  Give the negotiator unlimited authority. 
D)  Increase the possibility of concessions by cutting off visibility to audiences. 
E)  None of the above tactics can be used to manipulate audience visibility. 
A)  Limit one's own concessions by making negotiations invisible to the constituency. 
B)  Do not allow the constituency to demonstrate their commitment to the bargaining position. 
C)  Give the negotiator unlimited authority. 
D)  Increase the possibility of concessions by cutting off visibility to audiences. 
E)  None of the above tactics can be used to manipulate audience visibility.

Question 11

A ____________ is one or more parties that have designated someone else to represent their positions and interests in a negotiation.

Accepted Answer

The answer of A ____________ is one or more parties...

Question 12

An audience that is dependent on a negotiator's performance for their outcomes will generally insist that he or she be tough,firm,demanding,and unyielding in the struggle to obtain the best possible outcome for them.

Accepted Answer

A) True 
 B)False

Question 13

The effectiveness of communicating through audiences is determined by several factors.What are those factors?

Accepted Answer

First,the success of the tactic depends

Question 14

How can a concern for reputations create a problem for agents?

Accepted Answer

Agents who feel that their reputations a

Question 15

Audiences who are ____________ derive their payoffs as a direct result of the negotiator's behavior and effectiveness.

Accepted Answer

The answer of Audiences who are ____________ derive their payoffs...

Question 16

Constituents expect to profit (or lose)as a direct result of the agent's ____________,and they often select their agent based on his or her ability to achieve their goals.

Accepted Answer

The answer of Constituents expect to profit (or lose)as a...

Question 17

The presence of an audience has no effect on the negotiators.

Accepted Answer

A) True 
 B)False

Question 18

Audiences maintain control over negotiators by holding them ____________ for their performance.

Accepted Answer

The answer of Audiences maintain control over negotiators by holding...

Question 19

Audiences who are viewed only as a "somewhat-important" group to please can nevertheless exert powerful influences over a negotiator's behavior by simply telling negotiators that they look weak and foolish.

Accepted Answer

A) True 
 B)False

Question 20

Why do constituencies use agents?

Accepted Answer

Constituencies are usually absent from t

A constituency is

A third type of audience is composed of external ____________ and observers.

Which of the following insights about pressures on sports agents to compete leads to ethical pressures was not found to be true?

An audience may be directly and seriously affected by the results of a particular negotiation but unable to exert leverage on the negotiations because they have no means for determining their _________ sentiments or making decisions among themselves.

"Either you deal with me and my demands or you work with someone else from my constituency who is far more irrational than me" is a statement from a negotiator who would fall into which of the following tactics described below?

The tactic of communicating though intermediaries is most often used under what circumstance?

It is a good idea to negotiate for yourself when you are emotionally involved in an issue or problem in order not to get sidetracked by the discussion.

An outcome-dependent audience is one that can observe the negotiation but will not be directly affected by the results.

Portraying an image of confidence,control,and steadfast determination is not as essential in appealing to an audience as being well dressed and well spoken.

Which of the following strategies can be used to manipulate the effect an audience can have?

A ____________ is one or more parties that have designated someone else to represent their positions and interests in a negotiation.

An audience that is dependent on a negotiator's performance for their outcomes will generally insist that he or she be tough,firm,demanding,and unyielding in the struggle to obtain the best possible outcome for them.

The effectiveness of communicating through audiences is determined by several factors.What are those factors?

How can a concern for reputations create a problem for agents?

Audiences who are ____________ derive their payoffs as a direct result of the negotiator's behavior and effectiveness.

Constituents expect to profit (or lose)as a direct result of the agent's ____________,and they often select their agent based on his or her ability to achieve their goals.

The presence of an audience has no effect on the negotiators.

Audiences maintain control over negotiators by holding them ____________ for their performance.

Audiences who are viewed only as a "somewhat-important" group to please can nevertheless exert powerful influences over a negotiator's behavior by simply telling negotiators that they look weak and foolish.

Why do constituencies use agents?

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

A constituency is

A third type of audience is composed of external ____________ and observers.

Which of the following insights about pressures on sports agents to compete leads to ethical pressures was not found to be true?

An audience may be directly and seriously affected by the results of a particular negotiation but unable to exert leverage on the negotiations because they have no means for determining their _________ sentiments or making decisions among themselves.

"Either you deal with me and my demands or you work with someone else from my constituency who is far more irrational than me" is a statement from a negotiator who would fall into which of the following tactics described below?

The tactic of communicating though intermediaries is most often used under what circumstance?

It is a good idea to negotiate for yourself when you are emotionally involved in an issue or problem in order not to get sidetracked by the discussion.

An outcome-dependent audience is one that can observe the negotiation but will not be directly affected by the results.

Portraying an image of confidence,control,and steadfast determination is not as essential in appealing to an audience as being well dressed and well spoken.

Which of the following strategies can be used to manipulate the effect an audience can have?

A ____________ is one or more parties that have designated someone else to represent their positions and interests in a negotiation.

An audience that is dependent on a negotiator's performance for their outcomes will generally insist that he or she be tough,firm,demanding,and unyielding in the struggle to obtain the best possible outcome for them.

The effectiveness of communicating through audiences is determined by several factors.What are those factors?

How can a concern for reputations create a problem for agents?

Audiences who are ____________ derive their payoffs as a direct result of the negotiator's behavior and effectiveness.

Constituents expect to profit (or lose)as a direct result of the agent's ____________,and they often select their agent based on his or her ability to achieve their goals.

The presence of an audience has no effect on the negotiators.

Audiences maintain control over negotiators by holding them ____________ for their performance.

Audiences who are viewed only as a "somewhat-important" group to please can nevertheless exert powerful influences over a negotiator's behavior by simply telling negotiators that they look weak and foolish.

Why do constituencies use agents?

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