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ICM812S - INTERCULTURAL COMMUNATION AND NEGOTIATIONS - 2ND OPP - JAN 2020 |
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NAMIBIA UNIVERSITY
OF SCIENCE AND TECHNOLOGY
FACULTY OF MANAGEMENT SCIENCES
DEPARTMENT OF MARKETING AND LOGISTICS
QUALIFICATION: MARKETING HONOURS
QUALIFICATION CODE: O8HMAR
LEVEL: 8
COURSE CODE: ICM812S
COURSE NAME: INTERCULTURAL COMMUNICATION AND
NEGOTIATION MANAGEMENT
SESSION: JANUARY 2020
DURATION: 3 HOURS
PAPER: THEORY
MARKS: 100
EXAMINER(S)
SECOND OPPORTUNITY EXAMINATION
Dr Lovemore Matipira
MODERATOR:
Mr. Albert Mutonga Matongela
INSTRUCTIONS
1. Answer any FOUR questions only.
2. You have 3 hours to answer the examination questions.
3. Immediately, check that no pages are missing from this examination question paper.
4. Sign the attendance register
THIS QUESTION PAPER CONSISTS OF 2 PAGES (Including this front page)
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Question 1
Distributive Bargaining is defined as, ‘A negotiation method in which two parties strive to divide
a fixed pool of resources, each trying to maximize its share of the distribution”. Discuss the five
negotiation skills that are involved in distributive bargaining in business.
[25 Marks]
Question 2
Etiquette covers most aspects of social interaction, including self-presentation, communication,
courtesy and hospitality. Business etiquette, in particular, covers expectations in the interaction
between co-workers, the company and their clients, as well as the company and their stakeholders.
Given its central importance, discuss four areas that etiquette can improve the business. Provide
examples where necessary.
[25 Marks]
Question 3
Effective persuasion is a process which involves negotiating and learning through which a
persuader leads colleagues to a problem's shared solution. It incorporates discovery, preparation
and dialogue. It is about testing and revising ideas in convert with one’s colleagues’ concerns and
needs. Discuss the functions of and routes to persuasion. Provide examples where necessary.
[25 Marks]
Question 4
It is important for all business owners to know and understand the laws that affect their businesses.
It is equally important to comply with those laws. Ignorance of the laws has never been a valid
excuse in any Court of Law, and it never will be. Discuss the tips involved in identification of
specific Laws that affect International Business and Travel. Provide examples where necessary.
[25 Marks]
Question 5
Mediation evolved over the past 30 years as the preferred method of conflict resolution. Mediator
does not usually offer proposals or have any authority to force agreement. The definition of
mediation includes three elements. The three essential elements of mediation are:
1. A private, confidential process
2. Third party (neutral)
3. Facilitation of a mutually acceptable resolution
Discuss the various process that are involved in the mediation process in business. [25 Marks]