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Exam Paper for Negotiation and Conflict Resolution in
BBA (With Answers)
PAPER # 1

**Negotiation and Conflict Resolution - Sample Exam Paper**
**Instructions:**
1
...

2
...

3
...


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**Section A: Multiple Choice (20 points)**

Choose the best answer for each question
...
What is the primary goal of negotiation?
a
...
Reach a compromise
c
...
Avoid the negotiation process

**Answer: c
...
Which of the following is NOT a stage in the negotiation process?
a
...
Opening
c
...
Denial

2

**Answer: d
...
What is a BATNA in negotiation?
a
...
Bi-lateral Agreement To Negotiate Amicably
c
...
Business-Appropriate Terms for Negotiation Agreements

**Answer: a
...
Conflict resolution strategies that involve both parties giving up something to reach a
solution are known as:
a
...
Collaboration
c
...
Competition

**Answer: a
...
Which of the following is an example of a non-verbal communication cue that can
impact negotiations?
a
...
Maintaining eye contact
c
...
Ignoring the other party

**Answer: b
...
Define the concept of "interest-based negotiation" and provide an example
...
For example, in a salary negotiation, instead of merely haggling over the
exact salary figure, both the employer and employee may discuss their interests, such
as career growth, work-life balance, and job security, to reach a mutually beneficial
agreement
...
Explain the term "mediation" in the context of conflict resolution
...


**Answer: Mediation is a process in which a neutral third party, the mediator, helps
disputing parties communicate and collaborate to reach a resolution
...
**

8
...
Provide a brief scenario for each style
...
Example: A project manager assertively
communicates the importance of a deadline to the team while considering their input
...
Example: An aggressive car salesperson pressures a customer into
making a purchase they are not comfortable with
...
Example: An employee who is
unhappy with their workload but doesn't voice their concerns to their manager
...
Example: A team member agrees to take on a task in a group project but
consistently fails to complete it without explanation
...
Discuss the concept of power in negotiations
...
It can be based on various factors such as resources, expertise, or
alternative options
...
To balance power
dynamics, parties should focus on their BATNA, build trust, and create value through
creative solutions that benefit both sides
...
**

10
...
Discuss the role of a mediator in
resolving workplace conflicts and the key skills they should possess
...
Key skills include active
listening, neutrality, empathy, and problem-solving
...
By guiding the process
and empowering parties to find their own solutions, mediators contribute to a
harmonious workplace
...

Part A: Multiple Choice Questions
1
...
Distributive negotiation

o

B
...
Accommodative negotiation

o

D
...
Avoidance negotiation

Answer: D
2
...
Preparation

o

B
...
Execution

o

D
...
Celebration

Answer: E
3
...
Focus on your interests, not your positions
...
Be willing to compromise
...
Create value for both parties
...
All of the above

Answer: D
4
...
Avoidance

o

B
...
Competition

o

D
...
All of the above

Answer: E
5
...
Improved relationships

o

B
...
Reduced costs

o

D
...
All of the above are benefits of effective conflict resolution
...
Define negotiation and conflict resolution
...



Conflict resolution is the process of identifying and resolving disagreements
between two or more parties
...
Explain the different types of negotiation
...




Integrative negotiation is a win-win negotiation, in which both parties create value
for each other and reach an agreement that is better for both of them than the
status quo
...




Coercive negotiation is a win-at-all-costs negotiation, in which one party uses
threats or force to get what they want
...
What are the key steps in the negotiation process?
Answer:
The key steps in the negotiation process are:
1
...

2
...

3
...

4
...

5
...

Answer:
There are five main conflict resolution strategies:


Avoidance: Avoiding the conflict altogether
...




Competition: Trying to win the conflict at all costs
...




Collaboration: Working together to find a solution that is beneficial to both parties
...
Discuss the benefits of effective conflict resolution
...
Discuss the importance of negotiation and conflict resolution in the business
world
...

Negotiation is used to reach agreements on everything from contracts and prices to
partnerships and joint ventures
...

Effective negotiation and conflict resolution can lead to a number of benefits, including:


Improved relationships



Increased productivity



Reduced costs



Enhanced creativity



A more positive and productive work environment

In addition, negotiation and conflict resolution skills are highly valued by employers
...


9

PAPER # 3
Sample Complete Exam Paper for Negotiation and Conflict Resolution in BBA (With
Answers)
Multiple Choice Questions
1
...
Which of the following is NOT a type of negotiation?
o

o

Distributive

o

Integrative

o

Competitive

Collaborative
3
...
Which of the following is NOT a benefit of negotiation?
o

o

Can lead to mutually beneficial solutions

o

Can help to build relationships

o

Can save time and money

Can guarantee a win-win outcome
5
...
Define negotiation
...


2
...


o

Integrative negotiation: A win-win negotiation where the parties work
together to find a mutually beneficial solution
...


o

Collaborative negotiation: A negotiation where the parties are working
together to find a solution that meets the needs of both parties
...
What are the five steps in the negotiation process?
1
...

2
...

3
...

4
...

5
...

4
...


o

Interpersonal conflict: Conflict between two or more individuals
...


5
...


o

Accommodation: Giving in to the other party's demands
...


o

Collaboration: Working together to find a solution that meets the needs of
both parties
...


Case Study
You are a sales representative for a software company
...
The customer is
interested in the software, but they have a limited budget
...
I would work with the
customer to understand their needs and budget, and then I would try to find a solution
that meets the needs of both parties
...


12

PAPER # 4
Sample Complete Exam Paper for Negotiation and Conflict Resolution in BBA (With
Answers)
Instructions: Answer all questions
...
Which of the following is NOT a type of negotiation?
o

A
...
Integrative

o

C
...
Collaborative

o

E
...
Which of the following is a key step in the negotiation process?
o

A
...
Planning

o

C
...
All of the above

o

E
...
Which of the following is a common negotiation tactic?

13

o

A
...
Mirroring

o

C
...
All of the above

o

E
...
Which of the following is a common type of conflict?
o

A
...
Intrapersonal conflict

o

C
...
All of the above

o

E
...
Which of the following is a key step in the conflict resolution process?
o

A
...
Solution generation

o

C
...
All of the above

o

E
...
What are the four main types of negotiation?
2
...
What are some common negotiation tactics?
4
...
What are the key steps in the conflict resolution process?
Answers:
1
...


14

2
...

3
...

4
...

5
...

Essay Question
1
...

Improved relationship: Collaborative negotiation can help to improve the



relationship between the parties involved, as it is based on mutual respect and
trust
...

Increased commitment to the agreement: Collaborative negotiation can lead to
increased commitment to the agreement, as both parties have had a say in the
outcome
...


15

PAPER # 5
Sample Complete Exam Paper for Negotiation and Conflict Resolution in BBA (With
Answers)
Multiple Choice Questions
1
...

2
...

3
...

4
...

5
...

Short Answer Questions
1
...


16

2
...

3
...

4
...

5
...

Essay Questions
1
...
There are three main types of negotiation: distributive negotiation,
integrative negotiation, and cooperative negotiation
...
This type of negotiation is often used in business deals, such
as negotiating a salary or a price for a product
...
This type of negotiation is often used in conflict
resolution, such as mediating a divorce or a labor dispute
...
This type of negotiation is often used in collaborative projects,
such as developing a new product or service
...

For example, if two parties are fighting over a piece of land, they could use distributive
negotiation to try to get the biggest piece of land possible
...


17

2
...
The five steps of the negotiation
process are:
3
...
It also involves developing your own negotiation
strategy
...
Planning: This involves deciding what you are willing to give up and what you are
not willing to give up
...

5
...

It is important to be assertive and to communicate your needs clearly
...
Evaluation: Once you have reached an agreement, it is important to evaluate it to
make sure that it is fair and that it meets your needs
...
Follow-up: Once you have reached an agreement, it is important to follow up with
the other party to make sure that it is being implemented
...
Discuss the different negotiation tactics and how they can be used effectively
...
Some of the most
common tactics include:


Hard bargaining: This is a type of negotiation where the parties are very
competitive and try to get the best deal possible
...




18

Principled negotiation:

PAPER # 6
Section A: Multiple Choice Questions (MCQs)
Choose the best answer for each question
...
Which of the following is NOT a key skill for successful negotiation?
o

A
...
Assertiveness

o

C
...
Manipulation

2
...
Win-win

o

B
...
Lose-lose

o

D
...
Which of the following is a common conflict resolution technique?
o

A
...
Arbitration

o

C
...
All of the above

4
...
Hardball

o

B
...
Principled

o

D
...
Which of the following is a common barrier to effective negotiation?

19

o

A
...
Different values and priorities

o

C
...
All of the above

Answers:
1
...
D
3
...
D
5
...

1
...
What are some of the different types of negotiation strategies?
3
...
What are some of the different conflict resolution techniques?
5
...
The three main stages of negotiation are preparation, negotiation, and
implementation
...
Some of the different types of negotiation strategies include win-win, win-lose,
lose-lose, and principled negotiation
...
Some of the common barriers to effective negotiation include lack of
communication, different values and priorities, lack of trust, and emotional
involvement
...
Some of the different conflict resolution techniques include mediation, arbitration,
litigation, and negotiation
...
Some of the benefits of successful negotiation include improved relationships,
increased satisfaction, and better outcomes for all parties involved
...
When you are well-prepared, you are
more likely to be confident, assertive, and effective
...

There are a number of things you can do to prepare for a negotiation
...
You
should also research the other party and their interests
...

Preparation also involves developing a negotiation plan
...
It is also important to have a backup plan in case the
negotiation does not go as planned
...

By being prepared, you are more likely to achieve your goals and reach a mutually
agreeable solution
...
Which of the following is NOT a stage in the negotiation process?
a) Preparation
b) Communication
c) Collaboration
d) Agreement
**Answer: c) Collaboration**

2
...
In a negotiation, what is the "BATNA"?
a) Best Agreement To Negotiate Again
b) Bargaining Tactics and Negotiation Approach
c) Best Alternative To a Negotiated Agreement
d) Basic Agreement Terms and Negotiation Alternatives
**Answer: c) Best Alternative To a Negotiated Agreement**

4
...
What is a mediator's role in the conflict resolution process?
a) Impose a solution on the parties
b) Advocate for one party's interests
c) Facilitate communication and assist parties in reaching their own agreement
d) Avoid addressing the underlying issues
**Answer: c) Facilitate communication and assist parties in reaching their own
agreement**

**Section B: Short Answer Questions (30 marks)**

6
...
Provide an example
...
In this approach, what one party
gains, the other party loses
...
The goal is to get the best possible outcome for one's own
side
...
Describe the importance of active listening in conflict resolution
...


**Answer:**
Active listening is crucial in conflict resolution because it helps parties understand
each other's perspectives, fosters trust, and promotes effective communication
...

- Paraphrase what the other party said to demonstrate your understanding and show
empathy
...
Explain the concept of a "win-win" negotiation
...


**Answer:**

23

A "win-win" negotiation, also known as integrative negotiation, focuses on creating
value for all parties involved
...
For example,
in salary negotiations, a win-win approach might involve the employer and the employee
discussing additional benefits like flexible working hours or professional development
opportunities to ensure both sides are satisfied
...
Discuss the role of culture in negotiation and conflict resolution
...
Cultural
differences can impact these processes in various ways, such as communication styles,
attitudes towards time, and the importance of relationships
...
Some cultures
may use direct, explicit language, while others prefer indirect, implicit communication
...


Secondly, attitudes towards time also vary
...
This can lead to
frustration and conflicts if parties have different expectations regarding meeting
deadlines
...
In some cultures, building a
personal relationship before discussing business is crucial, while in others, the focus
may be primarily on the transaction
...

- Be flexible and adaptable in their communication and negotiation approach
...

- Use cultural interpreters or mediators when necessary to bridge the gap in
understanding
...
Actual exam questions and answers may vary based on your course
material and curriculum
...
Negotiation and Conflict Resolution
2
...
Business Administration
4
...
Conflict Management
6
...
BBA Study Material
8
...
University Exam
10
...
Conflict Resolution Techniques
12
...
Negotiation Strategies
14
...
Answer Key
16
...
Study Resources
18
...
Business School
20
...
Conflict Resolution in BBA
22
...
Business Administration Exam
24
...
Conflict Resolution Model
26
...
Negotiation Exam
28
...
Student Resources
30

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