INTEREST FORM

Increase your profits, improve your relationships with your clients, suppliers and colleagues.

In this seminar we will learn to plan strategies through proper preparation and to apply tactics which lead to the accomplishment of our targets. Negotiate strategically, increase your profits, improve your relationships with your clients, suppliers and colleagues. The training focuses on negotiating with suppliers, agents, personnel and all kinds of colleagues.

To whom it is addressed

It is addressed to all kinds of Businessmen, Hotel Managers, Financial Executives of all businesses.

Brief Schedule

Day 1
  • Negotiating parts, issues, interests and negotiating alternatives in the tourist branch.
  • The procedure of negotiating in the tourist branch.
  • Negotiations based on the interests of the negotiating parts.
  • Effective preparation of the negotiation.
Negotiating exercise (role play) and result analysis/result discussions.
  • Basic negotiating mistakes of interchanging parts.
  • Strategies for the increase of mutual benefits and strategies for claiming benefits.
  • Enhancing the ability to diagnose the factors that influence a negotiation.
Negotiating exercise (role play) and result analysis/result discussion.
 
Day 2
  • Tactics for the creation and claiming of value (e.g. excessive first offer, delays, creating competition, escalation of investment, surprise, creation of sequence).
  • Developing countermeasures in the negotiating tactics of the other part
  • Behaviors which are used or avoided in negotiations.
Negotiating exercise (role play) and result analysis / result discussions.
  • Verbal and non-verbal communication for effective communication.
  • Effective influence exercise.
  • Case study on issues which concern the participants.
Negotiating exercise (role play) and result analysis/ result  discussions.

Benefits for the participants

  • Increase of benefits in negotiations with clients/suppliers.
  • Improving interpersonal relationships with colleagues/clients/suppliers with whom the trainees transact.
  • The creation of a favorable climate for future negotiations.
  • Reducing the time cost of conflict management.
  • Enhancing trust among team members and improving communication.
  • Improving teamwork and group decision-making.

A few words about the speaker

Dr Elias Kapoutsis is an Assistant Professor of Business Administration at the Athens University of Economics and Business and a scientific supervisor of the Certificate Management and Leadership Skills programme, also, of the nationwide negotiation competition Athens Negotiations Tournament. He possesses a PhD in Business Administration, a Masters Degree in Computer Science (University of Manchester, UK) and a Degree in Business Administration.

Furthermore, he has worked for more than 15 years as a business counselor while he has organized many training seminars for executives in the field of Business Administration and Negotiation in Greece and abroad (characteristically Hellenic Petroleum, National Bank, IKEA, Attica Bank, Bank of Greece, Pharmaserve-Lilly, GAP, Groupama, Lloyd’s Register, Directorate of Equipment and Investments of the Ministry of National Defense). Additionally, he has participated in international and national research programmes which are financed by the European Committee, public and private bodies in the broad scientific discipline of business administration.

His research and teaching interest focus in the area of human capital management and negotiations. His articles have been published in outstanding international journals like: Journal of Management, Journal of Organizational Behavior, Journal of Vocational Behavior, Journal of Management Education, and has been presented in international conferences like: Academy of Management, International Association of Conflict Management. He is an Associate Editor at Frontiers in Psychology and Visiting Editor in European Management Journal, a member of the Academy of Management Perspectives editorial team.

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