CMP Conflict Resolution & Negotiation 2 — Questions and Answers
Question 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?
- Deny all allegations publicly to protect reputation
- Conduct an internal review, consult legal counsel, and cooperate transparently with authorities (Correct answer)
- Withdraw from the competition to avoid controversy
- Counter-protest the competitor's submission
Correct 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.
Question 2: Which negotiation tactic involves deliberately introducing an extreme initial offer to anchor the other party's expectations?
- Bracketing
- Anchoring (Correct answer)
- Nibbling
- Bogey
Correct answer: Anchoring
Anchoring uses an extreme first offer to skew the negotiating range in the initiating party's favor.
Question 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?
- Accept the partner's demands to preserve the relationship
- Terminate the teaming agreement immediately
- Present data-driven analysis showing how their demand impacts bid competitiveness and explore trade-offs (Correct answer)
- Escalate to the customer contact for arbitration
Correct 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.
Question 4: In the Thomas-Kilmann Conflict Mode Instrument, which style prioritizes the relationship over the outcome by yielding to the other party's position?
- Competing
- Avoiding
- Accommodating (Correct answer)
- Collaborating
Correct 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.
Question 5: A government contracting officer issues an amendment that significantly changes scope mid-capture. Which conflict-management step should the capture manager take FIRST?
- Submit a formal protest to the GAO
- Issue a stop-work order to the team
- Analyze the amendment's impact on win strategy, cost, and schedule before communicating with stakeholders (Correct answer)
- Notify the incumbent contractor of the change
Correct 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.
Question 6: What does BATNA stand for in negotiation theory, and why is it critical in capture negotiations?
- Best Alternative To a Negotiated Agreement — it defines your walk-away point and negotiating power (Correct answer)
- Basic Assessment of Trade Negotiation Alternatives — it sets the opening bid
- Binding Agreement Through Neutral Arbitration — it resolves disputes legally
- Budget-Adjusted Terms for New Agreements — it sets financial constraints
Correct 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.
Question 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?
- Let senior leadership dictate the decision unilaterally
- Use a competitive bid process internal to the team to award the subcontract
- Facilitate a joint interest-based discussion identifying each party's underlying needs before deciding (Correct answer)
- Assign the component to whichever party proposed it first
Correct 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.
CMP Conflict Resolution & Negotiation 2
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?