You must answer ALL the questions. (Total 100 marks) Question 1 Mary was the newly appointed manager of the Purchasing Department. Her job required her to negotiate deals with suppliers. She found out that the previous manager engaged in distributive bargaining with the suppliers to get the lowest possible price. However, Mary would like to use a different approach, known as integrative bargaining. (a) Elaborate on two (2) advantages of integrative bargaining. What are the necessary conditions for integrative bargaining to succeed? (9 marks) (b) Discuss nvo (2) individual differences that may affect the outcome of negotiation (8 marks) State the three (3) types of management roles that we learned in this course. Which type of role does negotiation belong to? (8 marks) Question 2 This question is based on the scenario described in Question 1. Mary tried to introduce changes to the Purchasing Department. She wanted all her staff to obtain her approval for all purchases, even for small purchases. Her staff were not happy with the changes as they did not see the need and they felt that they were capable of managing the purchases on their own. The previous manager had allowed the staff to manage purchases without his approval and they were used to his way of managing the department. They felt that Mary did not trust their expertise and decisions. Mary realised that her staff were resistant to the changes she introduced and it was affecting their job satisfaction and organisational commitment. (a) Illustrate three (3) sources of resistance to changes in this scenario. For each source, state whether it is an individual or organisational source of resistance. (12 marks) (b) Describe three (3) strategies that Mary could use as a manager to overcome resistance to changes (9 marks) (c) Explain job satisfaction and organisational commitment. (4 marks)