STUDOCU-Negotiation Chapter 11-Multiple Selection

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.

A constituency is

• One or more parties whose interests, demands, or priorities are being represented by the focal negotiator at the table.

• A negotiator representing the interests of another party.

• 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.

• Two or more parties on the same side who are working together and collectively advocating the same positions and interests.

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

In a negotiator's relationship with a constituency

• The constituency delegates all power and authority to the negotiator.

• Constituents expect that the negotiator will report back only when the negotiation is complete.

• Constituents expect to directly profit (or lose) as a result of the negotiator's effectiveness.

• 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.

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.

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

• A) Audiences also give periodic feedback to the negotiators, evaluating their effectiveness and letting them know how they are doing.

• C ) Audiences affect negotiations is by the degree of their involvement in the process.

• B) Audiences try harder when they are under surveillance.

• D) Audiences vary according to whether they are physically present at or absent from the negotiation.

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

• 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.

• A) Were significantly more likely to conduct their negotiations in an integrative manner.

• 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.

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.

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.

"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.