SECTION B $$ TRUE$/$FALSE QUESTIONS $[10$ MARKS$]$ Answer ALL questions. Each question carries ONE $(1)$ mark. State whether each of the following statements is TRUE or FALSE. $1.$ A negative bargaining range occurs when the buyer$$s resistance point is above the sellers. $2.$ The best response to the chicken tactic is to challenge the other party by responding with one$$s own chicken tactic, thereby calling the other$$s bluff. $3.$ Projection occurs when people ascribe to others the characteristics or feelings that they possess themselves. $4.$ The resistance point is the point beyond which a person will not go and would rather break off negotiations. $5.$ Negotiation is an integral part of daily life and the opportunities to negotiate surround us$.6.$ Stereotypes occur when people generalise about a variety of attributes based on the knowledge of one attribute of an individual. $7.$ Disputes over rights are sometimes referred to formal or informal arbitrators to decide whose standards or rights are more appropriate. $8.$ One way of reframing is by using metaphors, analogies, or specific cases to illustrate a point. $9.$ A characterisation frame can clearly be shaped by experience with the other party but identity. frames $($of self$)$ tend to be negative while the characterization frames tend to be positive. $10.$ Conflict can stimulate creativity and innovation in an organisation.