Negotiation 7th Edition By Lewicki – Test Bank

Fill in the Blank Questions

1.
(p. 347) In the ____________ relationship, negotiators are representing the interests of other parties who may or may not be at the table.

agency

2.
(p. 348) A ____________ is one or more parties that have designated someone else to represent their positions and interests in a negotiation.

constituent

3.
(p. 349) Team members may agree to play a special ____________ in negotiation, but they may also shift into another ____________ as the negotiation evolves.

role; role

4.
(p. 351, 352) Constituents expect to profit (or lose) as a direct result of the agent’s ____________, and they often select their agent based on his or her ability to achieve their goals.

effectiveness

5.
(p. 352) A third type of audience is composed of external ____________ and observers.

bystanders

6.
(p. 354) Audiences who are ____________ derive their payoffs as a direct result of the negotiator’s behavior and effectiveness.

outcome-dependent

7.
(p. 356) Negotiators ____________ when they know they are being watched.

“try harder”

8.
(p. 358) 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.

self-confidence

9.
(p. 360) Audiences maintain control over negotiators by holding them ____________ for their performance.

accountable

10.
(p. 361) The presence of ________________ pressures leads to longer, more time-consuming negotiations than when accountability pressures are absent.

accountability