Conflict Resolution & Negotiation Flashcards

Which stage of the conflict escalation model is characterized by parties still seeking a fair solution but with increased tension and hardening positions?

Answer: Felt conflict

Felt conflict is when parties begin to experience emotional tension and stress, though overt behavioral conflict has not yet erupted.

A competitor spreads misinformation about your company's past performance to a key government decision-maker. The BEST ethical and strategic response in a capture context is to:

Answer: Engage the decision-maker directly with documented, verifiable past performance evidence

Proactively presenting verified evidence directly addresses the misinformation and reinforces credibility with the decision-maker.

In principled negotiation (Fisher & Ury), which of the following is NOT one of the four core elements?

Answer: Insist on using subjective criteria

Principled negotiation insists on objective criteria, not subjective ones, to evaluate potential agreements fairly.

During a teaming negotiation, one party uses 'salami slicing' — making many small incremental demands after the main agreement is reached. The BEST counter-tactic is to:

Answer: Document all agreements in writing immediately and explicitly state that the agreement is complete and final

Written documentation signaling closure prevents incremental post-agreement demands by establishing a clear, enforceable record of what was agreed.

A capture manager is mediating a conflict between the pricing lead and the technical volume lead over solution scope. Which mediator behavior is MOST effective?

Answer: Summarizing each party's stated positions back to them to ensure mutual understanding

Reflective listening and summarizing ensures both parties feel heard and often reveals miscommunications that are the real root of the conflict.

Which type of power in negotiation derives from having superior information about the customer's needs, budget, or competitive landscape?

Answer: Expert/information power

Expert or information power comes from possessing knowledge others lack, providing leverage in negotiations by controlling what the other party knows.

When a teaming partner has unique technology critical to the win but demands IP ownership that conflicts with government data rights requirements, the BEST resolution approach is to:

Answer: Negotiate a limited license arrangement that satisfies FAR data rights requirements while protecting the partner's core IP

A limited license structure can satisfy government data rights obligations while preserving the partner's ownership of core intellectual property.