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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

KENYA METHODIST UNIVERSITY

END OF 3''RD ''TRIMESTER 2011 EXAMINATIONS
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : BUSINESS ADMINISTRATION
UNIT TITLE : NEGOTIATION SKILLS
UNIT CODE : DPMG 033
TIME : 2 HOURS

Instructions:

Answer question ONE (Compulsory) and any other TWO questions.

Question one (20 marks)

Eddy and Edda have been business partners in supply of stationery to various education institutions in Nairobi. In March 2011, the duo disagreed on how profits in the business should be shared amongst themselves and the issue had led to the closure of their business accessioning them losses. Advice them on the conditions necessary for a successful negotiation since they have opted for negotiation and dropped the idea of a formal adjudication upon their issue.

(15mks)

Discuss the reasons why they may have opted for negotiation over the other dispute resolution methods.

(15mks)

Question Two.

Discuss the following terms and /or phrases as used in negotiation.

Interdependence
Means lf influence/leverage
Unpredictability of outcome
Interests

Settlement options

(15mks)

Question three.
Give detailed account of the activities that take place in the pre-negotiation phase. (15mks)

Question Four.
Achieving a formal settlement is a vital stage in negotiation. Explain how parties should go about it. (15mks)

Question Five.
David Oluoch is the Managing Director of Elliot Access Limited and interested in knowing which of the three approaches in negotiation would be best suitable in settling a dispute his company has been having with its clients. Advice him. (15mks)

Dpmg 033:Negotion Skills Question Paper

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