Negotiation Chapter 11

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

• True

• False

One form of audience is the additional team members who are present with the negotiator at the deliberations.

• True

• False

The presence of an audience has no effect on the negotiators.

• True

• False

Negotiators do not have to be careful about revealing how much authority and autonomy they really have.

• True

• False

Portraying an image of confidence, control, and steadfast determination is not as essential in appealing to an audience as being well dressed and well spoken.

• True

• False

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) all of the above

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.

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

The media increasingly provide opportunities for "disorganized majorities" to have a voice through all but one of the following. Which one?

• A) Web-based chat rooms.

• B) Call-in talk shows.

• 
  C) Weblogs.

• D) Media polls.

• E) Petitions.

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?

• 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.