Practice Test Geeks(CMP) Capture Management Professional Certification Practice Test
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Conflict Resolution & Negotiation Flashcards

7 cards from real CMP practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Conflict Resolution & Negotiation flashcards as text

  1. During a capture campaign, a competitor files a protest claiming your team had improper access to source selection information. What is the BEST immediate response?

    Answer: Conduct an internal review, consult legal counsel, and cooperate transparently with authorities

    An immediate internal review with legal counsel protects the organization and ensures proper cooperation with any official inquiry.

  2. Which negotiation tactic involves deliberately introducing an extreme initial offer to anchor the other party's expectations?

    Answer: Anchoring

    Anchoring uses an extreme first offer to skew the negotiating range in the initiating party's favor.

  3. A teaming partner insists on a workshare percentage that makes your bid uncompetitive. You have already invested six months in the relationship. What is the MOST effective approach?

    Answer: Present data-driven analysis showing how their demand impacts bid competitiveness and explore trade-offs

    Data-driven negotiation shifts discussion from positions to shared interests, creating space for mutually acceptable trade-offs.

  4. In the Thomas-Kilmann Conflict Mode Instrument, which style prioritizes the relationship over the outcome by yielding to the other party's position?

    Answer: Accommodating

    Accommodating places high value on the relationship and low value on achieving one's own outcome, resulting in yielding to the other party.

  5. A government contracting officer issues an amendment that significantly changes scope mid-capture. Which conflict-management step should the capture manager take FIRST?

    Answer: Analyze the amendment's impact on win strategy, cost, and schedule before communicating with stakeholders

    Impact analysis must precede any stakeholder communication or escalation so the capture manager can present informed options.

  6. What does BATNA stand for in negotiation theory, and why is it critical in capture negotiations?

    Answer: Best Alternative To a Negotiated Agreement — it defines your walk-away point and negotiating power

    BATNA defines the best outcome you can achieve without reaching a deal, giving you a clear walk-away threshold and negotiating leverage.

  7. When a capture team member and a teaming partner disagree on who will hold the key subcontract for a critical technology component, which conflict resolution approach is MOST appropriate?

    Answer: Facilitate a joint interest-based discussion identifying each party's underlying needs before deciding

    An interest-based discussion reveals underlying motivations (capability, revenue, past performance) and leads to solutions that satisfy both parties.