Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Test Bank for Negotiation
Moving From Conflict to
Agreement 1st Kevin Rockmann,
Claus Langfred, Matthew
Cronin
(All Chapters 1-12, 100% Original
Verified, A+ Grade)
This is The Only Original and
Complete Test Bank for 1st
Edition, All Other Files in The
Market are Fake/Old/Wrong
Edition.
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
,Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Table Of Contents
• Chapter 1: • How to Think About Negotiation
• Chapter 2: • Negotiation Fundamentals
• Chapter 3: • Planning to Negotiate
• Chapter 4: • Reciprocity
• Chapter A: • The Stages of Negotiation
• Chapter 5: • Intangible Interests
• Chapter B: • Negotiation and Technology
• Chapter 6: • Relationships
• Chapter C: • Negotiating With More Than
One Person
• Chapter 7: • Uncertainty
• Chapter D: • Mediation and Arbitration
• Chapter 8: • Formal Power
• Chapter E: • “Hardball” Tactics of Negotiation
• Chapter 9: • Alternatives
• Chapter F: • Resource and Time Constraints
• Chapter 10: • Persistence and Goals
• Chapter 11: • Individual Differences
• Chapter 12: • Culture
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
, Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Instructor Resource
Rockmann, Negotiation, 1e
SAGE Publishing, 2021
Chapter 1: How to Think About Negotiation
Test Bank
Multiple Choice
1. ______ means that parties require interaction to accomplish their goals
a. Compromise
b. Interdependence
c. Negotiation potential
d. Conflict
Ans: B
Learning Objective: 1.1: Describe and develop examples of negotiation potential.
Cognitive Domain: Knowledge
Answer Location: Do Others Have Control Over What You Want or Need?
Difficulty Level: Easy
AACSB Standard: Interpersonal relations and teamwork
2. A phenomenon closely related to the fixed-pie bias is that we can assume there is
conflict when there really is not any conflict is known as ______.
a. lose-lose agreement
b. false-consensus effect
c. Interdependence
d. Illusory conflict
Ans: D
Learning Objective: 1.2: Understand that negotiators have wrong assumptions and
faulty knowledge that impede the ability to negotiate effectively.
Cognitive Domain: Knowledge
Answer Location: Mistake 4: Succumbing to the Fixed-Pie Bias
Difficulty Level: Easy
AACSB Standard: Analytical thinking
3. Negotiation potential is realized depending on whether one can adjust the situation to
______.
a. involve conflict
b. meet their own needs
c. limit or remove the conflict
d. satisfy both parties involved
Ans: C
Learning Objective: 1.2 Understand that negotiators have wrong assumptions and faulty
knowledge that impede the ability to negotiate effectively.
Cognitive Domain: Knowledge
Answer Location: Summary of Why We Negotiate
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
, Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Instructor Resource
Rockmann, Negotiation, 1e
SAGE Publishing, 2021
Difficulty Level: Easy
AACSB Standard: Interpersonal relations and teamwork
4. What is the main concept of interdependence?
a. Ensuring that at least one party gets what they want.
b. Making sure that both parties work together to get what they want in some form.
c. Speaking to whomever, even if they cannot change the outcome.
d. Working with as many people as possible to get what you want.
Ans: B
Learning Objective: 1.2 Understand that negotiators have wrong assumptions and faulty
knowledge that impede the ability to negotiate effectively.
Cognitive Domain: Comprehension
Answer Location: Do Others Have Control Over What You Want or Need?
Difficulty Level: Medium
AACSB Standard: Group and individual behaviors
5. Which of the following explain a mistake in which one thinks based on their views in
the life?
a. False-consensus effect
b. Functional fixedness bias
c. Fixed-pie bias
d. Mental models
Ans: D
Learning Objective: 1.3: Provide examples of how various biases limit negotiation
effectiveness.
Cognitive Domain: Knowledge
Answer Location: The Mental Model of a Negotiator
Difficulty Level: Easy
AACSB Standard: Reflective thinking
6. What two subjects give the knowledge that enables us to explain, predict, and control
how negotiations will proceed?
a. History and Language
b. Art and Science
c. Science and History
d. Art and Philosophy
Ans: B
Learning Objective: 1.1: Describe and develop examples of negotiation potential.
Cognitive Domain: Knowledge
Answer Location: How to Think About Negotiation
Difficulty Level: Easy
AACSB Standard: Reflective thinking
7. Why can folk wisdom and imprecise terminologies work together?
a. They can give a clear understanding of negotiation potential.
b. They can help the perceived notion on how negotiations work.
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Test Bank for Negotiation
Moving From Conflict to
Agreement 1st Kevin Rockmann,
Claus Langfred, Matthew
Cronin
(All Chapters 1-12, 100% Original
Verified, A+ Grade)
This is The Only Original and
Complete Test Bank for 1st
Edition, All Other Files in The
Market are Fake/Old/Wrong
Edition.
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
,Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Table Of Contents
• Chapter 1: • How to Think About Negotiation
• Chapter 2: • Negotiation Fundamentals
• Chapter 3: • Planning to Negotiate
• Chapter 4: • Reciprocity
• Chapter A: • The Stages of Negotiation
• Chapter 5: • Intangible Interests
• Chapter B: • Negotiation and Technology
• Chapter 6: • Relationships
• Chapter C: • Negotiating With More Than
One Person
• Chapter 7: • Uncertainty
• Chapter D: • Mediation and Arbitration
• Chapter 8: • Formal Power
• Chapter E: • “Hardball” Tactics of Negotiation
• Chapter 9: • Alternatives
• Chapter F: • Resource and Time Constraints
• Chapter 10: • Persistence and Goals
• Chapter 11: • Individual Differences
• Chapter 12: • Culture
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
, Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Instructor Resource
Rockmann, Negotiation, 1e
SAGE Publishing, 2021
Chapter 1: How to Think About Negotiation
Test Bank
Multiple Choice
1. ______ means that parties require interaction to accomplish their goals
a. Compromise
b. Interdependence
c. Negotiation potential
d. Conflict
Ans: B
Learning Objective: 1.1: Describe and develop examples of negotiation potential.
Cognitive Domain: Knowledge
Answer Location: Do Others Have Control Over What You Want or Need?
Difficulty Level: Easy
AACSB Standard: Interpersonal relations and teamwork
2. A phenomenon closely related to the fixed-pie bias is that we can assume there is
conflict when there really is not any conflict is known as ______.
a. lose-lose agreement
b. false-consensus effect
c. Interdependence
d. Illusory conflict
Ans: D
Learning Objective: 1.2: Understand that negotiators have wrong assumptions and
faulty knowledge that impede the ability to negotiate effectively.
Cognitive Domain: Knowledge
Answer Location: Mistake 4: Succumbing to the Fixed-Pie Bias
Difficulty Level: Easy
AACSB Standard: Analytical thinking
3. Negotiation potential is realized depending on whether one can adjust the situation to
______.
a. involve conflict
b. meet their own needs
c. limit or remove the conflict
d. satisfy both parties involved
Ans: C
Learning Objective: 1.2 Understand that negotiators have wrong assumptions and faulty
knowledge that impede the ability to negotiate effectively.
Cognitive Domain: Knowledge
Answer Location: Summary of Why We Negotiate
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
, Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
Instructor Resource
Rockmann, Negotiation, 1e
SAGE Publishing, 2021
Difficulty Level: Easy
AACSB Standard: Interpersonal relations and teamwork
4. What is the main concept of interdependence?
a. Ensuring that at least one party gets what they want.
b. Making sure that both parties work together to get what they want in some form.
c. Speaking to whomever, even if they cannot change the outcome.
d. Working with as many people as possible to get what you want.
Ans: B
Learning Objective: 1.2 Understand that negotiators have wrong assumptions and faulty
knowledge that impede the ability to negotiate effectively.
Cognitive Domain: Comprehension
Answer Location: Do Others Have Control Over What You Want or Need?
Difficulty Level: Medium
AACSB Standard: Group and individual behaviors
5. Which of the following explain a mistake in which one thinks based on their views in
the life?
a. False-consensus effect
b. Functional fixedness bias
c. Fixed-pie bias
d. Mental models
Ans: D
Learning Objective: 1.3: Provide examples of how various biases limit negotiation
effectiveness.
Cognitive Domain: Knowledge
Answer Location: The Mental Model of a Negotiator
Difficulty Level: Easy
AACSB Standard: Reflective thinking
6. What two subjects give the knowledge that enables us to explain, predict, and control
how negotiations will proceed?
a. History and Language
b. Art and Science
c. Science and History
d. Art and Philosophy
Ans: B
Learning Objective: 1.1: Describe and develop examples of negotiation potential.
Cognitive Domain: Knowledge
Answer Location: How to Think About Negotiation
Difficulty Level: Easy
AACSB Standard: Reflective thinking
7. Why can folk wisdom and imprecise terminologies work together?
a. They can give a clear understanding of negotiation potential.
b. They can help the perceived notion on how negotiations work.
Test Bank for Negotiation Moving From Conflict to Agreement 1st Kevin Rockmann, Claus Langfred, Matthew Cronin
