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Dpmg 033:Negotion Skills Question Paper

Dpmg 033:Negotion Skills

Course:Diploma In Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2011

FACULTY : BUSINESS AND MANAGEMENT STUDIES

DEPARTMENT : ACCOUNTING AND FINANCE

TIME : 2 HOURS

INSTRUCTIONS Answer Question ONE and any Other TWO Questions

Question 1

a) Critically examine the conditions that are attributed to the success of a negotiation process. (10marks)

b) Sylvia and Victor have been married for two years. Early in the year, they had an issue that almost led to a break-down of their marriage. But because of their one year old daughter, they opted to negotiate in order to save their marriage. Discuss the reasons why the two may have opted/chosen to negotiate. (10marks)

Question 2

Examine the characteristic behaviours of positional bargainers. (20marks)

Question 3

Write critical notes on the following as used in negotiation.

a) External factors.

b) Positions

c) Settlement options

d) Formal settlement (20marks)

Question 4

a) Discuss reasons why parties to a dispute may refuse to negotiate. (10marks)

b) Discuss how the following negotiation approaches are conducted.

i) Positional Bargaining (5marks)

ii) Interest-based Bargaining (5marks)

Question 5

Assess the stages of negotiation. (20marks)

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