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. Which negotiation strategy focuses on expanding the total value available before claiming individual shares, often called 'growing the pie'?

    Answer: Integrative negotiation

    Integrative negotiation seeks creative trades that increase total value for both parties rather than treating gains as zero-sum.

  2. A capture manager discovers that two internal functional leads are withholding critical technical data from each other due to an unresolved personal conflict. What should the capture manager do FIRST?

    Answer: Facilitate a structured one-on-one mediation meeting between the two leads

    A structured mediation meeting directly addresses the interpersonal root cause and restores the information flow needed for the capture.

  3. In capture management, what is the primary risk of using a 'competing' conflict style when resolving disputes with teaming partners?

    Answer: It may win the immediate argument but damage long-term partnership trust needed for contract performance

    Winning through competition can create resentment that surfaces as poor performance, limited cooperation, or defection after award.

  4. During price-to-win analysis, a partner threatens to team with a competitor unless given a higher workshare. This is an example of which negotiation tactic?

    Answer: Ultimatum or take-it-or-leave-it

    An ultimatum tactic presents a binary choice to force compliance, using the threat of defection as leverage.

  5. Which third-party conflict resolution method results in a binding decision imposed by the neutral party, unlike mediation?

    Answer: Arbitration

    Arbitration produces a binding decision by a neutral arbitrator, whereas mediation only facilitates a voluntary agreement between parties.

  6. A capture manager needs to resolve a scope dispute with a subcontractor quickly before a proposal deadline. Which approach BEST balances speed with relationship preservation?

    Answer: Use a pre-agreed dispute resolution clause specifying escalation to senior management within 48 hours

    Pre-agreed escalation clauses in teaming agreements provide a fast, structured path to resolution without damaging the working relationship.

  7. What is 'logrolling' in the context of multi-issue capture negotiations?

    Answer: Trading concessions across multiple issues so each party gains on their highest-priority items

    Logrolling involves trading concessions on lower-priority issues to gain on higher-priority ones, creating mutual benefit across a multi-issue negotiation.