MAASAI MARA UNIVERSITY
REGULAR UNIVERSITY EXAMINATIONS
2013/2014 ACADEMIC YEAR
SECOND YEAR SECOND SEMESTER
SCHOOL OF BUSINESS & ECONOMICS
B.SC. IN HUMAN RESOURCE MANAGEMENT
COURSE CODE: BHR 211
COURSE TITLE: CONFLICT MANAGEMENT & NEGOTIATION
DATE: 25TH APRIL 2014 TIME: 9.00 A.M. – 12.00P.M.
INSTRUCTIONS TO CANDIDATES
Answer question ONE and any other THREE questions
QUESTION ONE
A. Clearly define conflict and describe its nature in organizations (5mks)
B. The conflict process consists of five distinct stages. Discuss (10mks)
C. Briefly examine the five strategies for effective settlement of disputes (10mks)
QUESTION TWO
A. As a critical concept in negotiations, what is the meaning of BATNA? Why does negotiations literature emphasize the need for negotiating parties to have an objective view of their BATNA before embarking on negotiation process? (5mks)
B. Discuss the five types of intra-personal conflict (10mks)
QUESTION THREE
A. What are the key characteristics of structural interventions in conflict resolutions? (5mks)
B. Elaborate on the five process intervention measures for managing intrapersonal conflict (10mks)
QUESTION FOUR
A. In which five ways does distributive bargaining strategies differ from integrative strategies? (10mks)
B. Outline the five tactics which are commonly applied in integrative bargaining situations (5mks)
QUESTION FIVE
A. How does direct negotiations differ from third party negotiations? Briefly define the three types of third party negotiations (7mks)
B. According to Fisher and Ury, in which four ways should negotiation tactics be applied in resolving interpersonal conflicts? (8mks)
