Answer All the Sections Section A True False Questions (CLO2) (6X05 Mark 3 Marks) Instruction: Answer ALL the questions in this section 1 There are five stages in cross border negotiation True False 2 In egalitarian culture the concept of seniority and multiple True False levels of hierarch does not exist 3 In low context culture, conversation is focused on task True False 4 There are five steps involved in strategic management The False process. 5 Ethnocentric strategic pre-disposition allows companies True False to make decisions to suit the culture of other countries 6 Distributive negotiation is a win-iose strategy True False Section B Multiple Choice Questions (3XI Marks- 3 Marks) Instruction: Answer ALL the questions in this section 1. Full form of PESTEL is 1. Political, Economic, Sociological, Technological, Ecological and Legal b. Political, Environmental Status, Techniques, Ecological Labor c. Physical, Environment System, Technique, Economic and Legal d. None of the options are correct 2. Tactical plans are made by 2. Top management b. Middle management c Front line management d. Employees 3. In convergent communication, negotiators a. Identify needs and interest of self b. Identify needs and interest of other parties c. Identify needs and interest of self and other parties d. Identify ways to maximize profit Section Short Questions (3X3 Marks 9 Marks) Instructions: Answer any THREE (3) questions in this section. 1. Define negotiation. Discuss the 2. Discuss the differences between communication style of Asian and Westem cultures. 3. Explain the steps involved in strategic management process. 4. What are the approaches to formulating and implementing strategy, Explain economic imperative to strategic management. Give examples. (Page 2 of 4)