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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