The conflict between the Vice President of Marketing and her sales staff arises because a. the sales staff are too willing to offer discounts b. the sales staff does not want to negotiate aggressively enough c. the Vice President wants to negotiate too aggressively d. the Vice President is more willing to offer discounts to make the sale

Answer: B. the vice president wants to negotiate more aggressively.

Explanation:

Negotiation is a dialogue between two or more people/parties with the purpose to reach a beneficial outcome over issues where a conflict exists with respect to at least one of these issues. Negotiation is process by which conversations are held between entities who compromise to agree on matters of mutual interest, while optimizing their individual utilities/resources. This beneficial outcome can be for all of the entities involved, or just for one or some of them. Negotiators need to understand negotiation process and other negotiators to increase their chances to close deals, avoid conflicts, establishing relationship with other entities and make profit.

Conflict can arise between parties when negotiation is done aggressively. For instance, conflict between the Vice president of marketing and her sales staff is negotiation is done by the vice president in a way characterized by aggression. It would be impossible for the vice president of marketing and sales staff to reach a common ground and this can result in conflict.