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ABSTRACT Arzumanyan K.K. Formation of psychological readiness of commercial

enterprises managers to resolve trade conflicts. Manuscript. Thesis for the academic degree of candidate of psychological sciences,

specialty 19.00.10 organizational psychology, economic psychology. Kyiv National Trade and Economic University. Kyiv, 2017.

The thesis presents theoretical, methodological and experimental results of a study aimed at solving actual scientific task of organizational psychology, which is to create a training program and study its effectiveness on the formation of psychological readiness of sales managers to resolve trade conflicts.

We created the conceptual model of research, which includes theoretical, methodological and organizational principles of ascertaining and organizational bases of carrying out the stating and forming experiments, and psychodiagnostic tools of research.

On the materials of research we found out the features of psychological readiness of sales managers for constructive resolution of the professional conflicts which are characterized by the high level of a conflictogenity, lower level of communicative, motivational, emotional and strong-willed spheres that predetermines the use of unproductive mechanisms of psychological protection and it is the indication for the use of the training program.

It is established that the training program promotes formation with low and average to high levels of psychological readiness of trade enterprises managers up to the constructive resolution of the professional conflicts.

Keywords: psychological readiness, managers, formation, solution, professional conflicts.

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