Duration

20 hours

Μοde of Delivery

Blended Learning

Language of Delivery

Greek

Start Date

TBA

Location

Athens, Greece

Description

Strengthen the skills that are the keys to success, in your professional and personal life. Interactively practice effective negotiation, developing persuasive arguments and influencing to achieve win-win situations

In the Negotiating with Influence seminar , you will learn how to achieve the best results through a comprehensive and strategic approach to negotiation – before, during and after the negotiation.

In addition to learning the skills related to negotiation, you will practice applying them through case studies and exercises at all stages.

Objective of the programme

The programme enables participants to:

  • Understand the fundamentals of negotiation, including the importance of preparation and the use of effective communication techniques.
  • Improve their ability to negotiate effectively and achieve better results for themselves and their organizations.
  • To strengthen their communication skills as negotiation requires effective communication techniques.
  • To strengthen their confidence in their ability to negotiate successfully by practicing negotiation scenarios.
  • Apply various negotiation strategies and tactics.

Monitoring Benefits

Upon completion of the programme you will be able to:

  • Recognize and apply the type of negotiation and the appropriate strategy to be used in each situation.
  • Build your confidence as you learn tools and techniques necessary to negotiate effectively.
  • Close mutually beneficial agreements as well as deal with disputes and impasses that may arise during the negotiation.
  • Achieve your goals while building positive relationships with other stakeholders.

Who it is addressed to

The seminar is aimed at:

  • To executives of companies and organizations involved in negotiation processes
  • To executives and Heads of Commercial Departments, Purchases and Procurement, Human Resources, Supply Chain Management, Exports.
  • To legal and financial advisors
  • For those who are interested in improving their negotiation performance and results

 

Lectures

Maria Metaxogeni studied Business Administration at the Athens University of Economics and holds a master’s degree in Strategic Human Resources from the Alba Graduate Business School. In the last 20 years he has been a senior sales executive in large multinational companies such as Hewlett-Packard, Microsoft and Xerox. He currently works as Sales & Marketing Director at DHL Global Forwarding. At the same time, in the last decade she has worked as a lecturer at OTE Academy, Xyn and EEDE on topics related to the Organization of Sales Teams, Excellent Customer Experience and Marketing.

Study Programme Structure

  • The Art of Negotiation
  • Understanding the interlocutor’s side
  • The stages of the Negotiation
  • The importance of preparation
  • Forming our plan
  • Building the foundation of negotiation
  • Entering the conversation
  • The rivalry in the field of negotiation
  • Closing and achieving our goal
  • Exercises and scenarios in all stages of the negotiation
  • Case Studies with group presentations

Monitoring Methods

  • Live-Online: The programme can be attended online in real time through IST College’s modern and user-friendly digital learning platform, providing direct access to live classes and all course materials.
  • On-Demand: Participants have access to recorded sessions for supplementary learning purposes. These recordings are provided to complement live teaching and support the overall learning experience.

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