Management > QUESTIONS & ANSWERS > Negotiations quiz questions and answers MGMT 645 (All)

Negotiations quiz questions and answers MGMT 645

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When a negotiator must redirect their attention away from the other negotiator to additional parties—regardless of who they are—this is described as audience effects. Establishing relationships ... with constituents and the other party in private ensures that negotiators can conduct deliberations without accountability pressures. 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? use the constituency to limit one's own authority Informal communications in a negotiation can take place in what way? All of these choices are correct. An agent can be defined as a negotiator representing the interests of another party. Continued characterizations of a negotiator as weak or soft, or as someone who sells out, may lead to unfortunate but predictable outcomes. Which of the following options is not one of those outcomes? the negotiator may offer larger concessions, garnering a lower outcome Which of the following statements concerning the major characteristics of audiences is not true? Audiences try harder when they are under surveillance. Communications through bystanders may occur All of these choices are correct. Which of the following statements is not true of communicating through audiences, specifically the media? Tough negotiators use the media to communicate their concession making and flexibility to their own constituency. Which of the following statements is not sound advice to constituencies who are managing agents, particularly those attempting to achieve an integrative outcome? The agent should not be given the discretion to design and develop an effective overall negotiation process. Those advocating a need allocation standard argue that parties should receive more in proportion to some demonstrated need for a larger share. [Show More]

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