Deck 11: Agents, Constituencies, Audiences

Question 1

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.

Answer 1

concessions

Question 2

____________ communications are efforts by the negotiator to bring the opinions of audiences and constituents to bear on the other negotiator.

Answer 2

Indirect

Question 3

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

Answer 3

visibility

Question 4

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

Question 5

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.

Question 6

Direct communication with the other party's constituency-particularly without the sanction of the other negotiator-is likely to be viewed as an ____________ tactic.

Question 7

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

Question 8

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

Question 9

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

Question 10

In addition to developing a relationship based on shared personal interests or genuine liking, agents may also stress their common ____________-namely, the accountability pressures put on them by their constituencies.

Question 11

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.

Question 12

Negotiators ____________ when they know they are being watched.

Question 13

Anyone who has ever played a "friendly" game of tennis, golf, basketball, or touch football with some competitive friends will recognize that much of the banter, teasing, and verbal harassment that occurs is designed to undermine the opponent's ____________ or to challenge him or her to play better.

Question 14

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

Question 15

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

Question 16

A rejection vote by the union rank and file is tantamount to a vote of ____________ in the negotiator.

Question 17

Audiences can ____________ negotiators by publicly praising them and ____________ negotiators by firing them.

Question 18

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

Question 19

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

Question 20

The basic dilemma for a negotiator acting as an agent in a relationship negotiation is to determine how he or she can satisfy both his or her constituency's demands for ____________ and the other party's demand for ____________.

Question 21

Communications through bystanders may occur

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 22

"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?

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 23

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

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 24

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

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 25

Audiences hold negotiators accountable in all but one of the following ways. Which one?

A) When the negotiator's performance is visible.
B) When the audience is dependent upon the negotiator for their outcomes.
C) When the negotiating agents were members of a group that developed the negotiating position.
D) When the audience is able to judge how well a negotiator performs.
E) When the audience insists that the negotiator be tough, firm, and demanding.

Question 26

As a genuine tactic, the negotiator's constituency has actually defined limits to what the negotiator can decide on his or her own and is part of which of the following tactics?

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 27

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

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 28

An audience can be defined as

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 29

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

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 30

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

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 31

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

Question 32

The "harmony-and-light speech"

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 33

Information can be privately exchanged in informal venues and could be found to increase the possibility of concession to the other negotiator by reducing visibility to constituents in which of the following approaches?

A) Establish "privacy" prior to the beginning of negotiations.
B) Screen visibility during negotiations.
C) Be aware of time pressure.
D) Establish a reputation for cooperation.
E) Communicate through superiors.

Question 34

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 35

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

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

Question 36

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

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 37

Which of the following would you not likely find the use of an agent in negotiations?

A) When your natural conflict style is to compromise, accommodate, or avoid.
B) When the agent has special friends, relationships or connections that he or she can use to contact the right people to get a deal done.
C) When the representative has better negotiation skills than you.
D) When you need to repair a damaged relationship.
E) When you are emotionally involved in an issue or problem.

Question 38

A constituency is

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 39

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

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 40

In a study by Carnevale, Pruitt and Britton, negotiators who believed they were under surveillance

A) were significantly more likely to conduct their negotiations in an integrative manner.
B) were more likely to use threats, commitment tactics and put downs of their opponents.
C) obtained higher joint outcomes than negotiators not under surveillance.
D) were more likely to make concessions that would facilitate mutual gain.
E) Negotiators who believed they were under surveillance exhibited all of the above behaviors.

Question 41

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

Question 42

Define constituency.

Question 43

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

Question 44

Why should a negotiator use great caution in exceeding authority?

Question 45

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

Question 46

What are the two purposes of informal meetings between negotiators?

Question 47

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

Question 48

When do audiences become indirectly involved in the negotiation?

Question 49

Negotiators can increase the possibility of concessions by:

Question 50

How does a negotiator develop relationships with both his or her constituency and with the other party?

Question 51

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

Question 52

Many experienced negotiators refer to expressions of common fate as:

Question 53

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

Question 54

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

Question 55

What is a negotiator's intent when communicating directly to bystanders and audiences?

Question 56

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?

Question 57

Why do constituencies use agents?

Question 58

What is the dilemma of trust between agents and constituents?

Question 59

What is a negotiating team?

Question 60

Negotiators with constituencies are involved in what two different relationships?