Question 1

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

Accepted Answer

Typically,negotiators first meet with the constituency to define their collective interests and objectives.They then meet with opposing negotiators,in private,so they can candidly state their constituent's expectations,but also make necessary concessions without looking weak or foolish to the constituent.Finally,a negotiator returns to the constituent to "sell" the concessions to them,persuading them that the achieved settlement was the best one possible under the circumstances.

Question 2

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

inflammatory

Question 3

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

Accepted Answer

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. D

Question 4

____________ 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 5

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?

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.

Question 6

Negotiating team members themselves can act as bystanders and observers.

Accepted Answer

A) True 
 B)False

Question 7

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

Accepted Answer

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 8

Many experienced negotiators refer to expressions of common fate as:

Accepted Answer

The answer of Many experienced negotiators refer to expressions of...

Question 9

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 10

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?

Accepted Answer

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 11

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 12

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...

Question 13

The social environment becomes much less complex and dynamic as we add negotiating parties.

Accepted Answer

A) True 
 B)False

Question 14

Media relations and image management often become ends in themselves;strong negotiators can consciously stage their performance before radio microphones or television cameras in order to win public opinion to their side,which will then put pressure on the other party to concede.

Accepted Answer

A) True 
 B)False

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

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

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

Accepted Answer

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 18

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

Accepted Answer

The answer of What is a negotiator's intent when communicating...

Question 19

Negotiators can increase the possibility of concessions by:

Accepted Answer

The answer of Negotiators can increase the possibility of concessions...

Question 20

Why should a negotiator use great caution in exceeding authority?

Accepted Answer

The answer of Why should a negotiator use great caution...

Exam 11: Agents, Constituencies, Audiences

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

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

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

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

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?

Negotiating team members themselves can act as bystanders and observers.

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

Many experienced negotiators refer to expressions of common fate as:

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.

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?

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.

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 .

The social environment becomes much less complex and dynamic as we add negotiating parties.

Media relations and image management often become ends in themselves;strong negotiators can consciously stage their performance before radio microphones or television cameras in order to win public opinion to their side,which will then put pressure on the other party to concede.

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

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

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

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

Negotiators can increase the possibility of concessions by:

Why should a negotiator use great caution in exceeding authority?