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Dpmg:Negotiation Skills Question Paper

Dpmg:Negotiation Skills

Course:Diploma In Business Administration

Institution: Kenya Methodist University question papers

Exam Year:2010

FACULTY : BUSINESS AND MANAGEMENT STUDIES

DEPARTMENT : BUSINESS ADMINISTRATION

TIME : 2 HOURS

INSTRUCTIONS Answer Question ONE and any Other TWO Questions

Question 1

a) Fanya and Kazi have been business partners for the past ten (10) years. In early 2010, the two fell out and their business has been closed since then and have both been incurring losses. You have been requested by Fanya to advice them of which Kazi is agreeable on the way forward to settle their dispute so that their business can be functional. Give them a candid discussion on the conditions, the absence of which will render their negotiations futile. (20marks)

b) Discuss the reasons why the two may refuse to negotiate even when many of the preconditions for negotiation are present. (10marks)

Question 2

Discuss how the following are conducted:

a) Positional bargaining (10marks)

b) Interest-based bargaining (10marks)

Question 3

Achieving a formal settlement is a vital stage in negotiation. Explain how parties should go about it. (20marks)

Question 4

Victor Ogutu is the Managing Director of Bidii Access Limited and is interested in knowing which of the three approaches in negotiations would be best to adopt settling a dispute his company has been having with their suppliers. Advice him (20marks)

Question 5

Define the following terms often used in negotiation

i) An issue

ii) Positions

iii) Interests

iv) Settlement options

v) External factors (20marks)

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