SECTION A MULTIPLE CHOICE QUESTIONS [10 marks] Answer ALL questions. Each question carries ONE (1) mark. Choose the best alternative answer

1. Conflict is destructive when ___________________________ A. People are not able to work on what is most important. B. Increased rifts between people do not foster healing. C. Tension increases, strengthening opposite views. D. It diverts peoples energy from more important issues and tasks

2.________________ is conflict resolution style in which there a high respect for mutual benefit, recognition of the needs and mutual benefits of both parties as well as strive for win/win by, working toward solution with others. A. Accommodation B. Collaborative C. Avoiding D. Compromise

3. The ultimate goal of a collective bargaining process is ___________ A. BATNA B. Agreement C. Strike D. Lockout 4. Mr. Onnetse is currently negotiating with the employer for higher wages. He uses inborn attractiveness and friendliness to move towards an agreement. What power source is Mr. Onnetse is most likely using in the negotiation? A. Personal power B. Informational power C. Expert power D. Legitimate power

6. When negotiators cook up a collection of accurate and inaccurate arguments that lead to the other party to the wrong conclusion this is which of the following forms of unethical conduct. A. Bluffing B. Falsification C. Selective disclosure D. Deception

7. The exchange of thoughts, facts and ideas between two more person with an objective of bringing about mutual understanding defines_________ A. Communication B. Negotiation C. Collective bargaining D. Discussion

8. The following encompasses legitimate sources of power for a negotiator, except? A. Centrality B. Authority C. Performance D. Reputation

9. Conflict is destructive when it _____________. A. Opens up issues of importance B. Deepens differences in values C. Helps build cohesiveness D. Allows re-examination of actions.

10. The following are the ways of making communication effective, except A. Ordering others to do something or to stop doing something important B. Reminding yourself that how you say something is often more important than what you say C. The way you organize your messages strongly affects their impact D. Listening clearly and acknowledging what is being said so as t ot to lose track of the negotiating process