MO Conflict Resolution & Negotiation 2 — Questions and Answers
Question 1: A marketing team disagrees with the sales department about pricing strategy. Which conflict resolution style involves finding a middle-ground solution that partially satisfies both parties?
- Competing
- Avoiding
- Compromising (Correct answer)
- Accommodating
Correct answer: Compromising
Compromising seeks a middle-ground solution where each party gives up something to reach a mutually acceptable outcome.
Question 2: During a vendor negotiation, the marketing officer uses the BATNA concept. What does BATNA stand for?
- Best Alternative To a Negotiated Agreement (Correct answer)
- Basic Assessment of Trade Negotiation Approaches
- Bilateral Agreement Through Negotiation Analysis
- Balanced Alternative Tactics in Negotiation Actions
Correct answer: Best Alternative To a Negotiated Agreement
BATNA (Best Alternative To a Negotiated Agreement) defines your fallback position if current negotiations fail.
Question 3: Two marketing managers have conflicting views on campaign direction. A mediator facilitates discussion without imposing a decision. This describes which conflict resolution process?
- Arbitration
- Litigation
- Mediation (Correct answer)
- Adjudication
Correct answer: Mediation
Mediation involves a neutral third party who facilitates dialogue but leaves decision-making authority with the disputing parties.
Question 4: In negotiation theory, what is the 'zone of possible agreement' (ZOPA)?
- The range within which both parties can reach a deal acceptable to each (Correct answer)
- The maximum concession one party will make
- The initial offer position each party sets
- The timeline for completing negotiations
Correct answer: The range within which both parties can reach a deal acceptable to each
ZOPA is the overlap range between each party's reservation points where a mutually acceptable deal can exist.
Question 5: A marketing officer notices tension between two team members is affecting productivity. Addressing the issue immediately rather than waiting is an example of which conflict management principle?
- Avoidance strategy
- Proactive conflict management (Correct answer)
- Reactive escalation
- Passive accommodation
Correct answer: Proactive conflict management
Proactive conflict management involves identifying and addressing conflicts early before they escalate and damage team performance.
Question 6: Which negotiation tactic involves deliberately offering an extremely high or low opening position to anchor the other party's expectations?
- Good cop/bad cop
- Anchoring (Correct answer)
- Nibbling
- Bracketing
Correct answer: Anchoring
Anchoring sets an extreme initial position to influence the other party's perception of what is reasonable, shifting the negotiation range in your favor.
Question 7: A marketing team conflict stems from unclear role responsibilities. According to conflict theory, this is best classified as which type of conflict?
- Interpersonal conflict
- Structural conflict (Correct answer)
- Value conflict
- Affective conflict
Correct answer: Structural conflict
Structural conflicts arise from organizational factors like unclear roles, resource scarcity, or interdependence issues rather than personal differences.
MO Conflict Resolution & Negotiation 2
A marketing team disagrees with the sales department about pricing strategy.
Which conflict resolution style involves finding a middle-ground solution that partially satisfies both parties?