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Negotiation 101 Practice Test: Agents, Constituencies, Audiences
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Audiences: Individuals or groups who are not directly involved in a negotiation, but can observe and react to the events.
Coalitions: Alliances between individuals or groups who cooperate for a common cause. 

To identify target audience behavior, you can:
Categorize your audiences
Divide audiences into categories
Primary: Those whose behavior you are trying to change
Influencers: Those that can influence the primary audience
Gatekeepers: Those that can facilitate or prevent access to the primary audience 

Negotiation 101 Practice Test: Agents, Constituencies, Audiences
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25 Questions

1. Which of the following insights about pressures on sports agents to compete leads to ethicalpressures was not found to be true?
2. As the number of negotiators increases, the likelihood of finding common ground to satisfy all interests usually increases as well, thus making group negotiations more successful than a negotiating dyad.
3. The harmony-and-light speech""
4. Which of the following strategies can be used to manipulate the effect an audience can have?
5. It is important to establish negotiating ground rules as the negotiating process evolves.
6. An audience can be defined as
7. Which of the following would you not likely find the use of an agent in negotiations?
8. Negotiators do not have to be careful about revealing how much authority and autonomy theyreally have.
9. 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.
10. As a genuine tactic, the negotiator's constituency has actually defined limits to what thenegotiator can decide on his or her own and is part of which of the following tactics?
11. In a negotiator's relationship with a constituency
12. Negotiating team members themselves can act as bystanders and observers.
13. It is a good idea to negotiate for yourself when you are emotionally involved in an issue orproblem in order not to get sidetracked by the discussion.
14. Audiences usually have only unfavorable effects on negotiations.
15. An outcome-dependent audience is one that can observe the negotiation but will not bedirectly affected by the results.
16. Well-organized audiences can have significant effect on the outcome of negotiations even iftheir total number is small.
17. The presence of an audience has no effect on the negotiators.
18. Negotiators who have constituents are usually involved in three or four distinctly different relationships and often in two separate and distinct negotiations.
19. Audiences who are viewed only as a 'somewhat-important' group to please can nevertheless exert powerful influences over a negotiator's behavior by simply telling negotiators that they look weak and foolish.
20. Informal communications in a negotiation can take place in what way?
21. The media increasingly provide opportunities for disorganized majorities" to have a voicethrough all but one of the following. Which one?"
22. A constituency is
23. A negotiator must build a relationship with only his constituency or with the other negotiatingparty, but never both.
24. Fisher and Davis have identified all but one of the following statements as advice to - constituencies on managing agents.
25. 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?

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