Korneli Chaladze 13, Tbilisi
+995 593 229 902
Sales and Management - Advanced
The course is designed for those who are constantly seeking innovations in negotiations and sales and believe that they can learn and share valuable insights with their colleagues. The program is based on practical cases, internationally recognized materials, and is adapted to the Georgian context. Andro, Davit, and Eka will guide you in planning and executing the negotiation process in a way that reduces stress and increases effectiveness. The invited lecturer, Levan Tsuladze (also known as Chola), will explore the art of negotiation from various perspectives and teach you the naturalness and skill of assuming roles in negotiations and sales.
The program consists of three main blocks: planning, implementation, and analysis. Through practical exercises, participants will learn to apply the acquired knowledge to real-world scenarios. After completing the course, you can expect steady increases in sales, reduced stress with each new sales challenge, and improved management of your sales team, including their long-term development.
The course will take place in a creative and engaging environment with people from diverse backgrounds. Many experiments and unexpected discoveries will be made, making the negotiation process more enjoyable and, most importantly, 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 - 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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IV 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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V Meeting - Ekaterine Tatvatadze, Davit Chikvaidze, The Biltmore Hotel
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How to Communicate Effectively with Upper Management
- Verbal and Non-Verbal Communication
- Basic Principles of Successful Negotiation
- Aspects Influencing Decision-Making: Emotion vs. Logic
- Common Errors in Purchasing Decisions
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VI Meeting - Davit Chikvaidze, The Biltmore Hotel
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Preparing for a Repeat Meeting
- Setting a Goal
- The "Slightly Less" Principle
- Agreement on Final Terms
- Specific Action Plan
- Agreement on the Terms of the Contract
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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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The Hellinger Method in Sales
- 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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Motivation and the Hero's Journey
- Intrinsic and Extrinsic Motivators
- Who Am I? - Birth, Formation, Transformation of Self
- Self-Motivation
- Levels of Motivation and Hierarchy of Decision-Making
- Determinism and Free Will
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IX Meeting final - Davit Chikvaidze, Andro Dgebuadze, Villa Mosavali • 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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