MP-405
December Examination 2017
Master of Business Administration II Year Examination
Collective Bargaining and Negotiations Skills
Paper MP-405
Time 3 Hours Max. Marks 80
Note: The question paper is divided into three sections B and C. Write answers as per given instructions.
Section A 8 × 2 16
(Very Short Answer Questions)
Note: Answer all questions. As per the nature of the question delimit your answer in one word, one sentence or maximum upto 30 words. Each question carries 2 marks.
Describe the following
Agreement.
Sources of grievance.
BATNA.
Different elements of negotiation.
Three tier system of negotiation.
Difference between arbitration and adjudication.
Negotiation skills.
(viii) Collective agreements.
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MP-405 200 2 (P.T.O.)
559
MP-405 200 2
Section B 4 × 8 32
(Short Answer Questions)
Note: Answer any four questions. Each answer should not
exceed 200 words. Each question carries 8 marks.
What are the prerequisites of collective bargaining? Explain.
Discuss different types and styles of collective bargaining.
What are various barriers to negotiation? Explain.
Discuss the preparation needed for successful negotiation.
Define adjudication. Explain the types of adjudication.
What is the effect of culture on conflict resolution? Discuss.
Discuss the process of collective bargaining.
Discuss the trust building actions.
Section C 2 × 16 32
(Long Answer Questions)
Note: Answer any two questions. You have to delimit your each
answer maximum upto 500 words. Each question carries
16 marks.
10) Explain and compare the elements of contract and collective
bargaining.
11) Explain different types of agreements which have been
expressly declared void under the Indian Contract Act.
12) Prepare the pre-negotiation strategy checklist for negotiators.
13) Discuss the essentials of valid contract.