FIVE CONFLICT MODES The Thomas-Kilmann Conflict Mode Instrument* * Bargaining Styles and Negotiation: The Thomas-Kilmann Conflict Mode Instrument in Negotiation Training, by C. Richard Shell

Thomas-Kilmann Conflict Mode Instrument TKI measures five conflict modes from the Dual Concerns Model Measures preferences or predispositions.

COMPETING COLLABORATING COMPROMISNG AVOIDING ACCOMMODATING

ACCOMMODATING Strongly predisposed toward Derive satisfaction from solving other people’s problems Have good relationship-building skills and are sensitive to others Place more weight on the relationship than the situation warrants May be vulnerable to competitively oriented people

ACCOMMODATING Weakly predisposed toward Relatively uninterested in other party’s emotional state, needs, frames of reference Hold out stubbornly for their view of the “right” answer

COMPROMISING Strongly predisposed toward Eager to close the gap based on fair standards or formulae Can be a virtue when time is short & stakes are small May be seen as being a reasonable person May rush to the closing stage, and make concessions too readily May not discriminate among various fair criteria

COMPROMISING Weakly predisposed toward Often men & women of principle. But, they tend to make an issue out of everything.

AVOIDING Strongly predisposed toward Adept at deferring & dodging confrontational aspects Seen as tactful and diplomatic People who enjoy working in hierarchies are often avoiders But if interpersonal conflict is a functional aspect of organization, avoiders can be a bottleneck preventing the flow of information May pass up legitimate opportunities to negotiate.

AVOIDING Weakly predisposed toward Little fear of & may enjoy conflict High tolerance for assertive, hard-nosed bargaining Helpful in some professions May lack tact & may be seen as confrontational Troublemakers who refuse to leave well-enough alone

COLLABORATING Strongly predisposed toward Enjoy negotiating because they enjoy problem solving in engaged, interactive ways May needlessly transform simple situations into more complex (and interesting) transactions Can be at risk with a highly competitive counterpart. Why?

COLLABORATING Weakly predisposed toward Dislike bargaining process; prefer to have problems clearly specified before the negotiation & to stick to their bargaining plan May bottleneck and slow down a complex negotiation

COMPETING Strongly predisposed toward Like to negotiate because they see it as a chance to win They are at their best when stakes are high, time is limited, & bluffing is possible Have excellent instincts about leverage, deadlines, openings, final offers, ultimata Hard on relationships Focus on issues easiest to count in terms of winning & losing-like $, and overlook other issues

COMPETING Weakly predisposed toward Think negotiation should be about more than winning & losing See goals as treating each other fairly, avoiding needless conflict, solving problems, creating trusting relationships Seen as being nonthreatening Can be useful to gain trust, but they may be at a disadvantage with highly competitive negotiators.

Do you think there is an optimal TKI score for negotiators? Which style traits are exhibited by people who enjoy the bargaining process? What if a person enjoys several styles? What if a person’s scores are all in the middle?