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Heh 2301: Negotiation And Networking Question Paper

Heh 2301: Negotiation And Networking

Course:Bachelor Of Science In Human Resource Management

Institution: Kirinyaga University question papers

Exam Year:2016

KIRINYAGA UNIVERSITY
UNIVERSITY EXAMINATION 2015/2016
YEAR 11 SEMESTER 11 EXAMINATION FOR THE DEGREE OF BACHELOR OF SCIENCE IN HUMAN RESOURCE MANAGEMENT
HEH 2301: NEGOTIATION AND NETWORKING

INSTRUCTIONS
Answer question one[compulsory] and any other two Questions

QUESTION ONE
a)Define negotiation 2mks
b)Using examples ,distinguish negotiation from,
1.Confrontation 3mks
2.Compromising 3mks
3.Collaborating 3mks
4.Consulting 3mks
c) Explain eight skills requirements for an effective negotiator 16mks

QUESTION TWO
a.Explain type of power used during negotiations 5mks
b.Discuss the stages of the negotiation process 15mks

QUESTION THREE
a)Define bench-marking 2mks
b)Explain four approaches that an organization can use to benchmark 8mks
c)Explain five ways that an organization can use to network 10mks

QUESTION FOUR
a.Expound the following acronyms associated with negotiations:BATNA and EATNA 2MKS
b.Propose a process that can be used by a negotiator to determine his/her BATNA. 6mks
c.Explain six tips of how to effectively use BATNAs and EATNAs in a negotiation process. 12mks

QUESTION FIVE
Using examples:
a)Discuss two negotiation strategies commonly used by sellers in a sales process. 10mks
b)Discuss three negotiation strategies used by buyers in a sales process. 12mks