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Korneli Chaladze 13, Tbilisi
+995 511 74 44 17
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Sales and Management - Advanced
The course is designed for those who are constantly seeking new approaches in negotiations and sales.
The program is built on practical cases based on Harvard methodology, internationally recognized examples, and is tailored to the Georgian business reality.
Andro and Davit will guide you in learning how to plan and execute negotiation processes in a way that is less stressful and more effective.
Together with Manana Kazakova, you will study body language and speech as key tools for influence and communication. Participants will work on pauses, pacing, and breathing, refine articulation and the use of different vocal registers, and explore practical tricks involving body language and interaction with objects.
Invited lecturer Levan Tsuladze, also known as Chola, will demonstrate and teach different aspects of the art of negotiation, helping you master naturalness, role-playing skills, and effective techniques in both negotiations and sales.
The program consists of three main blocks: planning, execution, and analysis. Through practical exercises, participants will have the opportunity to apply the acquired knowledge to real cases.
After completing the course, sales will steadily improve, each new challenge in negotiations will become less stressful, and most importantly, you will be able to manage your sales team more effectively and focus on their long-term development.
The course takes place in an engaging, creative environment alongside people with diverse experiences. Many experiments will be conducted, leading to unexpected insights that will make the negotiation process not only more enjoyable but, most importantly, more successful.
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I Meeting - Davit Chikvaidze, The Biltmore Hotel
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Win-Win Negotiation: The Path to Success
- The "5-Second Principle"
- How to Make a Call with a Recommendation
- Elevator Pitch Method
- Common Pitfalls in Initial Communication
- How to Secure an Appointment
- Timbre, Tone, Naturalness, and Curiosity
- Simulation: What Can You Infer in Two Seconds?
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II Meeting - Davit Chikvaidze, The Biltmore Hotel
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"Black Swan" in Negotiations
- What is the "Black Swan" in Negotiation?
- How to Neutralize the "Black Swan"?
- How to Talk About Price? - Ackerman's Method
- "I'll Think About It and Contact You" - How Do We Proceed?
- How to Book the Next Meeting?
- Case Study - Future or Failed Negotiations
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Psychological Effects of Initial Communication
- Pre-Meeting Protective Rituals: Framing
- Starting a Business Conversation: Overcoming Awkward Moments
- Identifying the Decision Maker
- Understanding Customer Experience and Needs
- What to Discuss and What to Avoid When Presenting a Product
- The "Then What About Me?" Principle
- The Value of Silence
- Simulation: Rational vs. Irrational Thinking
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III Meeting – Manana Kazakova – Theatre Factory 42
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Body language and speech
- Pauses
- Pace
- Breathing
- Articulation
- Voice registers
- Body language and tricks involving objects
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IV Meeting - Levan Tsuladze ("Chola") - Theater Factory 42
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The Art of Embracing a Role
- Task vs. Supertask
- The Art of Role-Playing in Negotiations and Sales
- Tone, Timbre, and Naturalness
- Activities on the Theater Stage
- How to Release Tension and Be Natural
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V Meeting - Davit Chikvaidze, Ekaterine Tattavadze, The Biltmore Hotel
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Harvard's "Cases"
- BATNA (Best Alternative to a Negotiated Agreement)
- ZOPA (Zone of Possible Agreement)
- Five Main Principles of Negotiation
- Stakeholder Map
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VI Meeting - Davit Chikvaidze, The Biltmore Hotel
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Networking in Georgian
- The First Step: The "Three-Second Principle"
- Methodology of 5+50+100: The Main Strategy of the Referral Network
- How to Keep in Touch with Existing Contacts
- How to Expand Your Connections
- Self-Branding: Self-Positioning
- How to Become the Key Link in the Directory
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VII Meeting - Andro Dgebuadze, The Biltmore Hotel
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Maslow hierarchy of needs
- Leadership
- Euthyphro's Dilemma
- Rule vs. Freedom
- Chaos, Obedience, Protest, and Consciousness
- The Grand Inquisitor
- Spectral Arguments
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VIII Meeting - Andro Dgebuadze, The Biltmore Hotel
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The Art of Public Speaking
Modern Trends
The Importance of Emotion in Storytelling
Balancing Depth of Message and Ease of Narration
The Structure of a Public Speech and Its Delivery in Front of an Audience
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IX Meeting - David Chikvaidze, Andro Dgebuadze, Villa Mosavali
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Storytelling: The Art of Telling Stories
- The Effect of Storytelling on Negotiations
- What Are the Components of a Story?
- How to Create an Engaging Story
- The Importance of Emotions in Storytelling
- Activity: Share Your Story
- "Diploma" Project: Sales Strategy for Real Companies
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