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Negotiation 101 Practice Test: Agents, Constituencies, Audiences 2
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Negotiation 101 Practice Test: Agents, Constituencies, Audiences 2
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20 Questions

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

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

3. Team members may agree to play a special ____________ in negotiation, but they may alsoshift into another ____________ as the negotiation evolves

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

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

6. Negotiators ____________ when they know they are being watched

7. 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

8. 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

9. The presence of ________________ pressures leads to longer, more time-consuming negotiations than when accountability pressures are absent

10. The ____________ play an integral role by serving as both an audience themselves and as a communication vehicle to reach other audiences

11. ____________ communications are efforts by the negotiator to bring the opinions of audiences

12. Audiences who are ____________ derive their payoffs as a direct result of the negotiator's behavior and effectiveness

13. In the ____________ relationship, negotiators are representing the interests of other parties who may or may not be at the table

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

15. 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 ____________. firmness; concessions

16. Constituents expect to profit (or lose) as a direct result of the agent's ____________

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

18. often select their agent based on his or her ability to achieve their goals

19. A ____________ is one or more parties that have designated someone else to represent their positions and interests in a negotiation

20. 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

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