1. 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

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

3. COMPETING
COLLABORATING
COMPROMISNG
AVOIDING
ACCOMMODATING

4. 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

5. 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

6. 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

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

8. 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.

9. 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

10. 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?

11. 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

12. 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

13. 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.

14. 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?