CMP Conflict Resolution & Negotiation 3

Question 1

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

Accepted Answer

Integrative negotiation

Answer

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

Question 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?

Accepted Answer

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

Answer

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

Question 3

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

Accepted Answer

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

Answer

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

Question 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?

Accepted Answer

Ultimatum or take-it-or-leave-it

Answer

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

Question 5

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

Accepted Answer

Arbitration

Answer

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

(CMP) Capture Management Professional Certification Practice Test

(CMP) Capture Management Professional Certification Practice Test

CMP Conflict Resolution & Negotiation 3