BMBS Marks: 30

Chapter 10 Time: 54 mins

Q1. Star Engineering Limited (SEL) is a successful manufacturer of a wide range of equipment for use by
industrial enterprises. A culture of congenial and friendly relations prevails in the organisation. However,
the management also encourages positive conflict as a means to achieve its business objectives.
Explain briefly the importance of functional/positive conflict and its possible contribution towards the
success of SEL. (07)

Q2. In your capacity as manager of legal department of XYZ Limited you have been assigned to lead a
team of two officers to conduct negotiations with the representatives of the workers union. The union is
demanding a substantial increase in salary and fringe benefits. Describe briefly the various stages of
the negotiation process for conduct of meaningful negotiations with the representatives of workers
union. (08)

Q3. Consider and match the following :

Style Situation
Collaborative Emergency, no need to make everyone happy.
Accommodating Deadlock and a deadline looms
Competitive Minor issue or delegation
Compromising Very important issue and situation and powerful
parties.
Avoiding When peace is more valuable than winning
(06)

Q4. Consider the following scenarios:

(i) Mr. Kardar has been appointed to oversee a pay dispute between hockey players and the
national federation. It has been decided by both parties that Mr.Kardars decision would be
final and binding .This is an example of :
(a) Voluntary Arbitration
(b) Compulsory arbitration
(c) Consultant
(ii) Mr.Saif is property advisor. Recently he has been called by a court to advise in a matter
pertaining to land valuation between the government and a private party. This is an
example of :
(a) Arbitration
(b) Mediation
(c) Consultant
(d) None
(iii) Mr. Hadi has an ongoing conflict with Star Ltd over a piece of land. The conflict has been
ongoing for a considerable time and legal action looms. Both parties can suffer through
dragging the conflict. Mr.Zawar who is a supplier of water to both parties and has personal
 terms started trying to facilitate the negotiations process. He can resolve the conflict most
likely if he acts as :
(a) Consultant
(b) Conciliator
(c) Mediator
(iv) A consultant should be all except :
(a) Impartial
(b) Short term
(c) Skilled
(d) Focused (04)

Q5. Explain the key differences between distributive and integrative bargaining approaches in the
conduct of negotiations.(05)