Conflict Coaching for Leaders in a Competitive Sales Environment

Topics: Conflict, Conflict resolution, Emotional intelligence Pages: 12 (3028 words) Published: January 25, 2013
Conflict Coaching for Leaders in a Competitive Sales Environment

Target Audience – Sales Managers
As sales managers, supervisors or team leaders in a competitive sales environment, we often assist staff with their interpersonal workplace disputes on a regular basis. We will be coaching for behavior change that will lead to continuous improvement. Thorough this interactive training module for sales leaders, your team leaders will understand the process for coaching their direct reports on a one-on-one basis. They will learn the necessary skills to assist their staff to manage and engage more effectively in their interpersonal conflicts and disputes. This will enable your sales team to increase their conflict competence, therefore increasing morale and productivity in your organization.

Training Module Content
* Understanding Conflict
* Self Awareness – Understanding Yourself
* Emotional Intelligence
* Resolving Conflict Situations

The main objectives for this Conflict Management training are: * To provide a working definition of team conflict, identify various conflict styles, help managers to understand their own conflict style. * To help leaders strengthen their self awareness as well as their conflict competence and enable them to use these techniques with their employees * To provide a context for leaders to consider the nature of interpersonal workplace conflicts and the impact it has on them, their team and the organization as a whole * Assist leaders to train their employees about team conflict in the workplace. They will understand the difference between productive and destructive conflict. They will be able to recognize it, understand its impact, know how to best approach destructive conflict as well as methods to resolve it. * Increase Emotional Intelligence to reduce destructive conflict in the workplace * Help leaders gain increased knowledge and skills to be effective at providing conflict management coaching Methods Used in the Training Workshop

Self-Assessments and quiz’s, Discussion and exploration, Understanding Self-Awareness through two Emotional Intelligence Skill Soft Courses, PowerPoint Presentations, demonstrations and skills practices, participants develop and practice conflict coaching techniques and skills. (15 minutes)The Thomas-Kilmann Conflict Mode Instrument

Prior to meeting as a group, all mangers will take the Thomas-Kilmann Conflict Mode Instrument (TKI) to learn about their conflict management style. Although conflict is often seen as negative, it can lead to great change and improvement. Learning about our style as well as others will increase our effectiveness and ability to work well with others on our team. Each manager will be asked to send a copy of their assessment to the training manager before the first session. The training manager will have completed the Basic Training in Conflict Management Course online through Kilmann Diagnostics at as this comes with a 30 page manual and teaches the trainer how to interpret their results (as well as those of other people). The TKI is designed to measure a person's behavior in conflict situations. "Conflict situations" are those in which the concerns of two people appear to be incompatible. In such situations, we can describe an individual's behavior along two dimensions: (1) assertiveness, the extent to which the person attempts to satisfy his own concerns, and (2) cooperativeness, the extent to which the person attempts to satisfy the other person's concerns. These two basic dimensions of behavior define five different modes: Each of us is capable of using all five conflict-handling modes. None of us can be characterized as having a single style of dealing with conflict. But certain people use some modes more or less than others—whether because of temperament or practice. The TKI is a self-scoring assessment that allows you to find out about your overuse...
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