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 wellenough 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?