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Negotiation Skills For Projects(Pmgt 033) Question Paper

Negotiation Skills For Projects(Pmgt 033)

Course:Accounting, Finance& Investments

Institution: Kenya Methodist University question papers

Exam Year:2012

TIME: 2 HOURS
Instructions:
Question One
Discuss the conditions that determine the success of a negotiation process.
(15 Marks)
Outline the reasons why tow parties entangled in a dispute may opt for negotiation rather than other alternative dispute resolution procedures.
(15 Marks)

Question Two
Discuss how positional bargaining is conducted.
(10 Marks)
What are the benefits or positional bargaining.
(10 Marks)

Question Three
Discuss the major steps/phases taken in a negotiation process to reach a conclusion. (20 Marks)

Question Four
Discuss the costs of interest-based bargain.
(10 Marks)
Discuss the benefits of interest-based bargaining.
(10 Marks)

Question Five
Explain the attitudes and when interest-based bargaining may be used by project managers.
(10 Marks)

Discuss the reasons why project managers may refuse to negotiate.

(10 Marks)

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