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.

Accepted Answer

concessions

Question 2

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

Accepted Answer

Indirect

Question 3

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

Accepted Answer

visibility

Question 4

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

Accepted Answer

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

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.

Accepted Answer

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

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.

Accepted Answer

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

Question 7

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 8

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 9

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 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.

Accepted Answer

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

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.

Accepted Answer

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

Question 12

Negotiators ____________ when they know they are being watched.

Accepted Answer

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

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.

Accepted Answer

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

Question 14

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 15

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...

Question 16

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

Accepted Answer

The answer of A rejection vote by the union rank...

Question 17

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

Accepted Answer

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

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

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 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 ____________.

Accepted Answer

The answer of The basic dilemma for a negotiator acting...

Quiz 11: Agents, Constituencies, Audiences