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Bbm4215 Negotiation Question Paper

Bbm4215 Negotiation 

Course: Bachelor Of Business Administration

Institution: Mount Kenya University question papers

Exam Year:2019



QUESTION ONE
a) Define the following terms as used in negotiations. (12 marks)
i) Negotiation
ii) Position
iii)Needs
iv) Wants

b)State the purpose of pre-negotiation phase in negotiation. (5 marks)

c)Discuss different ethical issues in negotiation. (5 marks)

d)State and explain the advantages of collaboration negotiation. (5 marks)

QUESTION TWO
a) One of the majority used planning tool is the triangle talk. Discuss the stages in the triangle talk. (15 marks)

b)Highlight the objectives of negotiations. (10 marks)

QUESTION THREE
a) State and explain the sources of power in negotiation. (10 marks)

b)Differentiate between win-lose negotiation and win-win negotiation. (10 marks)

QUESTION FOUR
a)Differentiate between negotiation tactics and strategy. (10 marks)

b)Discuss five negotiation tactics. (10 marks)

QUESTION FIVE
a)Describe the benefits acquired by a procurement student by taking a unit in negotiation. (10 marks)

b)Discuss the stages in negotiation process. (10 marks)




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