MO Conflict Resolution & Negotiation 5

Question 1

During a marketing campaign conflict, a team member consistently avoids confrontation, even when their own interests suffer. This behavior reflects which Thomas-Kilmann conflict style?

Accepted Answer

Accommodating

Answer

Accommodating involves prioritizing the other party's needs over your own, often sacrificing your interests to preserve harmony.

Question 2

A marketing officer needs to negotiate renewal terms with a long-term vendor. Which preparation step is most critical before entering negotiations?

Accepted Answer

Identifying your BATNA, reservation price, and target outcome

Answer

Knowing your BATNA, reservation price (walk-away point), and target outcome gives you a clear negotiation strategy and prevents poor agreements.

Question 3

A conflict between the marketing and product teams escalates to senior leadership. This is an example of:

Accepted Answer

Escalation

Answer

Escalation occurs when a conflict is referred to a higher authority because the parties involved cannot resolve it at their own level.

Question 4

In principled negotiation (Fisher and Ury's 'Getting to Yes'), which of the following is NOT one of the four core principles?

Accepted Answer

Always accept the first offer to build goodwill

Answer

The four principles of Getting to Yes are: separate people from the problem, focus on interests, invent options for mutual gain, and use objective criteria — accepting first offers is not among them.

Question 5

A marketing officer discovers mid-negotiation that they have more leverage than the vendor realizes. Ethical negotiation practice suggests the officer should:

Accepted Answer

Use the leverage transparently within fair negotiation standards

Answer

Ethical negotiation allows using legitimate leverage within fair standards, without deception or exploitation that could damage the long-term relationship.

(MO) Marketing Officer Certification Practice Test

(MO) Marketing Officer Certification Practice Test

MO Conflict Resolution & Negotiation 5