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Sales Management EssayIt is any tension which is undergo when angiotensin-converting enzyme person perceives that ones needs or desire atomic number 18 likely to be thwarted or frustrated. Eollett simply defines scrap as, the appearance of difference of opinions, of interest. Features1. Conflict occurs when soulfulnesss are not able to choose among the available alternatives courses of actions. 2. Conflict between devil individuals implies that they have exerciseing perceptions, values and goals. 3. Conflict is a dynamic process as it indicates a series of events. Each conflict is made up of a series of interlocking conflict episodes. 4. Conflict must be perceived by the parties to it. If no one is aware of a conflict, then it is generally agreed that no conflict exists.LEVELS OF negate1. INTRA-PERSONAL CONFLICT Some conflicts that affect behavior in organizations involve the individual alone. It can be of three of types(a) Approach-approach conflict It occurs when a pe rson must choose between two positive and equally attractive alternatives. An exemplification has to choose between a valued promotion in the organization or a delectable new job with another firm. (b) Avoidance-avoidance conflict It occurs when a person must choose between two forbid and equally unattractive alternatives. An example is being asked either to accept a job head to another town in an undesirable location or to have ones employment with an organization terminated.(c) Approach-avoidance conflict It occurs when a person must describe to do something that has both positive and negative consequences. An example is being offered a higher paying job whose responsibilities entail unwanted demand on ones personal time. 2. INTER-PERSONAL CONFLICT It occurs between two or more individuals who are in opposition to one another. It may be substantive or emotional or both. 3. INTER-GROUP CONFLICT It occurs among members of variant teams or groups. 4. INTER-ORGANIZATIONAL CONFLI CT It occurs as the competition and rivalry that characterizes firms operating in the same markets.CONFLICT butt onThe process of conflict management has the following steps STAGE 1 POTENTIAL OPPOSITION OR INCOMPATIBILITYThis stage concludes the conditions that create opportunities for conflict to arise. The conditions are as follows 1. Communication Communication becomes a informant of conflict due to semantic difficulties, misunderstandings, and noise (distortion) in the communication channels. 2. Structure The term structure includes variables much(prenominal) as size, degree of specialization, jurisdictional clarity, member-goal compatibility, leadership styles, reward systems, and the degree of dependence. 3. Personal Variables Personal Variables include individual value systems and personality characteristics. Certain personality types lead to potential conflict.STAGE 2 COGNITION AND PERSONALIZATION origin conditions lead to conflict only when the parties are affected by and aware of it. Conflict is personalized when it is matt-up and when individuals become emotionally involved.STAGE 3 INTENTIONSThe primary conflict-handling intentions are represented as follows 1.Cooperativeness the degree to which one caller attempts to repay the other ships companys concern. 2. Assertiveness the degree to which one party attempts to satisfy his or her own concerns. 3. Competing When one person seeks to satisfy his or her own interests, regardless of the impact on the other parties to the conflict.4. Collaborating When the parties to conflict each desire to fully satisfy the concerns of all parties. 5. Avoiding A person may recognize that a conflict exists and want to withdraw from it or suppress it. 6. Accommodating When one party seeks to appease an opponent, that party is willing to be self-sacrificing. 7. Compromising When each party to the conflict seeks to give up something, sharing occurs, resulting in a compromised outcome.STAGE 4 BEHAVIOUR The behavior stage includes the statements, actions and reactions made by the conflicting parties. This conflict behavior s are usually overt attempts to implement each partys intentions.STAGE 5 OUTCOMESOutcome may be functionalimproving group act or dysfunctional. Functional Outcomes are1. Improves the quality of decisions2. Stimulates creativity and innovation.3. Encourages interest.4. Provides the medium through which problems can be resolved and tensions released.Dysfunctional Outcomes are1. Undesirable consequences include a retarding of communications.2. Reductions in group cohesiveness.CONFLICT MANAGEMENT APPROACHESThese are two types of conflict management approachesDirect Conflict management approachesThere are five approaches to count conflict management. They are based on the relative emphasis on cooperativeness and assertiveness in the relationship between the conflicting parties.They are as follows 1. Avoidance2. Accommodation3. Compromise4. Competition5. collabora tionismIndirect Conflict management approachesIt includes reduced interdependence, appeals to common goals, hierarchical referral and alterations in the use of scripts. Hierarchical referral marrow conflicts are reported to the senior levels to solve.