Question 1

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

effectiveness

Question 2

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

Accepted Answer

"no confidence"

Question 3

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 ____________.

Accepted Answer

firmness;concessions

Question 4

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 5

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 6

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 7

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 8

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 9

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 10

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 11

Negotiators ____________ when they know they are being watched.

Accepted Answer

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

Question 12

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.

Accepted Answer

The answer of Anyone who has ever played a "friendly"...

Question 13

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 14

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 15

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

Accepted Answer

The answer of Audiences can ____________ negotiators by publicly praising...

Question 16

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

Accepted Answer

The answer of ____________ communications are efforts by the negotiator...

Question 17

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

Accepted Answer

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

Question 18

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

Accepted Answer

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

Question 19

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.

Accepted Answer

The answer of In addition to developing a relationship based...

Question 20

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

Accepted Answer

The answer of Direct communication with the other party's constituency-particularly...

Quiz 11: Agents, Constituencies, Audiences