CMP Conflict Resolution & Negotiation 4

Question 1

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

Accepted Answer

Felt conflict

Answer

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

Question 2

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:

Accepted Answer

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

Answer

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

Question 3

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

Accepted Answer

Insist on using subjective criteria

Answer

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

Question 4

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:

Accepted Answer

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

Answer

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

Question 5

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?

Accepted Answer

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

Answer

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

(CMP) Capture Management Professional Certification Practice Test

(CMP) Capture Management Professional Certification Practice Test

CMP Conflict Resolution & Negotiation 4