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Negotiation Skills For Project(Pmgt 033) Question Paper

Negotiation Skills For Project(Pmgt 033)

Course:Accounting, Finance& Investments

Institution: Kenya Methodist University question papers

Exam Year:2013

NEGOTIATION SKILLS FOR PROJECT (PMGT 033) 2ND TRIMESTER 2013
KENYA METHODIST UNIVERSITY
END OF 2ND TRIMESTER 2013 (EVENING) EXAMINATIONS
SCHOOL : BUSINESS AND ECONOMICS
DEPARTMENT : ACCOUNTING FINANCE AND INVESTMENTS
UNIT CODE : PMGT 033
UNIT TITLE : NEGOTIATION SKILLS FOR PROJECT

TIME: 2 HOURS
Instructions:
Answer question one and any other two.
Question One
Define the following terms often used in negotiation.
(5mks)
Contract
Stakeholder
Triple constraint
Collaborative negotiation
External factors.
Explain five traits of effective negotiations.
(10mks)
Using relevant examples, explain what the term BATNA in negotiation.
(1mks)
Why are negotiation skills important in project management?
(5mks)

Question Two
Outline the five fundamental styles of managing conflict.
(10mks)
Define the term project in the context of negotiation skills for projects and outline the five phases in a project life cycle.
(10mks)

Question Three
The success or failure of negotiations can be affected by a variety of conditions. Discuss the tern best practices in negotiations that managers should practice.
(10mks)
Explain five conditions that hinder successful negotiations.
(10mks)

Question Four
Even when many of the preconditions for negotiation are present, parties often choose not to negotiable. Discuss.
(10mks)
There are five key conflict management styles identified by K. Thomas that are commonly used in resolving conflicts by individuals/teams. Discuss each type briefly giving relevant examples.
(10mks)

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