SALES & DISTRIBUTION

CONFLICT MANAGEMENT

Section : MGAstha LaghateMayank GargHimanshu SharrafSaloniRaj Kumar Gupta

Conflicts Views of Conflict Sources Of Conflict Types of Conflict Levels of Conflict Ways to manage conflicts

Contents

Conflict• Conflict is an expressed struggle between at least

two interdependent parties who perceive incompatible goals, scarce resources, and interference from other party from achieving their goals.

• A process that begins when one party perceives that another party has negatively affected or about to affect something that he cares about

Views Of Conflict Traditional View:

The belief that all conflicts are harmful and must be avoided

Human Relations View: The belief that conflicts are normal and inevitable outcome

in any group

Integrationist View: The belief that conflict is not only a positive force in group

but that it is absolutely necessary for a group to perform effectively

Sources Of Conflict• Conflict may originate from a number of

different sources, including:• Differences in information, beliefs, values,

interest or desires• A scarcity of some resources• Rivalries in which one person or group

competes with another

Types of Conflict• Latent conflict –Perception about the norm in marketing channels …conditions laid by the organization is unaware • Perceived conflict –Physiological effect or pressure leading to cognitive, emotionless and mental disturbance …channel member senses some sort of conflict exists; e.g.-“all in a days work”.• Felt conflict –When channel members not only perceive the opposition or disagreement but also feel it actually they are felt or affective conflicts.

• Manifest conflict –Felt conflicts, not managed in time, become manifest conflicts, stop the cooperation and understanding between two organizationsUsually seen as blocking each other’s initiative or withdrawing support.

• Functional Conflict –Disagreement leading to improve the relationship between channel members and organizations, it becomes functional conflict.E.g.- interdependence given to channel members

Levels Of Conflict

Individual Level

Conflict

Group Level Conflict

Organizational Level Conflict

Intra Individual Conflict

Inter Individual Conflict

Inter Group Conflict

Intra Group Conflict

Inter Organizational Conflict

Intra Organizational Conflict

Five Ways To Manage Conflict

1 • FORCING

2 • AVOIDING CONFLICT STYLE

3• ACCOMMODATING CONFLICT

STYLE4

• COMPROMISING CONFLICT STYLE

5• COLLABORATING CONFLICT

STYLE

COMPETITION ADVANTAGES

• The winner is clear• Winner is usually experience gains

DISADVANTAGES• Establishes the battleground for the next conflict• May cause worthy competitors to withdraw or leave

the organization

COMPROMISING

ADVANTAGES• Shows good will• Establishes friendly relationships

DISADVANTAGES• No one gets what they want• May feel like a dead end

COLLABORATION

ADVANTAGES• Everyone “WINS”• Creates Good Feelings

DISADVANTAGESHard to achieve since no one

knows how to get that

Thank You