Organization – Τraining: Yiorgos Kyriakidis MBA, MA, PMP, MCP
Total Duration: 12 hours (8 hours in-class and 4 hours via distance learning)
In the sector of high value-added professional services, every negotiation is a complex process of major strategic importance. The stakes are not limited merely to price and financial terms; they extend to market positioning, cementing perceived value, and building long-term corporate partnerships.
This specific group of 10 executives operates in a highly competitive B2B environment characterized by:
- highly informed clients who conduct extensive market research and compare multiple alternative proposals,
- continuous and intense pressure to reduce costs,
- a need for differentiation based primarily on expertise and delivered value,
- a shifting regulatory and legislative framework that reduces compliance obligations, directly impacting demand and the scope of services,
- the vital importance of trust, which nevertheless requires the backing of a strong strategic positioning to deliver results.
Within this context, executives frequently face critical questions and challenges, such as:
- How can they defend their pricing policy against powerful competitors?
- How can they shift the focus of the conversation from “cost” to actual “value”?
- How can they effectively manage discount requests without undermining their bargaining power?
- What criteria should they use to evaluate when to stand their ground and when to walk away from the negotiating table?
- How can they decode the true motives and interests hidden behind the client’s demands?
- How can they design alternative options that increase the probability of reaching an agreement while safeguarding profit margins?
- This specific Negotiation seminar is custom-designed to address the conditions described above, focusing on realistic B2B scenarios from the professional services industry. Practical exercises and simulations will draw their themes from real-world cases, such as:
- negotiating a new cooperation contract,
- renewing an existing partnership under the pressure of price reduction requests,
- participating in demanding and competitive tenders,
- renegotiating terms of cooperation due to changes in the regulatory framework.
The program places primary emphasis on understanding and applying international negotiation tools and concepts, such as:
- BATNA (Best Alternative to a Negotiated Agreement): Determining our best alternative course of action in case no agreement is reached, as well as estimating the counterpart’s respective alternative.
- ZOPA (Zone of Possible Agreement): Identifying the range within which an agreement is feasible and strategically guiding moves within these boundaries.
- MESO (Multiple Equivalent Simultaneous Offers): Simultaneously structuring multiple alternative proposals of equal value to us, which significantly increases the likelihood of client acceptance.
The seminar’s methodology is based on globally recognized models, such as the Harvard Negotiation Project (Getting to Yes), fully adapted to the realities and specific characteristics of the Greek and European professional services market.
Additionally, during the program, the following will be analyzed:
- positioning strategies against large, brand-name competitors,
- practical techniques for managing price pressure,
- leveraging data and value-driven arguments to support proposals,
- the psychology and dynamics of power within B2B discussions,
- simultaneous negotiation of multiple parameters (such as price, project scope, timeline, risk management, and additional perks).
Given that the group is limited to 10 participants, the educational process will be highly experiential, incorporating small group work, role plays, personalized feedback, and the analysis of real case studies from the company’s daily operations.
Program Purpose:
The main objective of the seminar is to equip executives with the right skills to:
- approach every negotiation with structured preparation and strategic thinking,
- protect profitability and profit margins while maintaining excellent client relationships,
- improve win-rates in competitive selection processes,
- turn pressure for discounts into a prime opportunity to reposition their value,
- make conscious decisions regarding when a deal is truly beneficial—and when it should be rejected.
The ultimate goal is not the simple learning of isolated techniques, but the cultivation of an overall strategic negotiation maturity that will tangibly enhance the company’s commercial effectiveness and competitive advantage in the market.
Who is it for?
The seminar is designed exclusively for company executives who are actively involved in negotiations, as described above.
Program Modules
The seminar curriculum will cover the following topics:
- The Modern Reality in B2B Negotiations
- Strategic Planning & Preparation: The Foundation of Success
- Analysis of BATNA, ZOPA & Reservation Value Concepts
- The MESO Model & Multi-Issue Negotiation
- Techniques for Defending Price & Demonstrating Value
- Psychological Factors & Power Management
- Negotiation Styles & Participants’ Personal Profile
- Strategies of Influence & Structured Argumentation
- Effective Management of Objections & Negotiation Deadlocks
- Specifics in Contract Renewals & Renegotiations
- Practical Application – Role Plays & Case Study Simulations
Educational Objectives (Common for all groups)
More specifically, upon completion of the training, participants will be able to:
- Adopt behaviors that increase the win-rate in competitive B2B negotiations.
- Act in ways that protect and enhance the company’s profit margins.
- Systematically and strategically organize the preparation for every critical commercial meeting.
- Manage client pressure and objections with composure and professionalism.
- Lay the foundations for building stable and long-term partnerships.
It is noted that a selection from the above topics will be made to place emphasis on the specialized needs of each specific group of trainees.
Implementation Methodology
The training will be delivered using a blended learning model: an 8-hour in-person class session and a 4-hour online webinar via a digital platform.
Provided Educational Material
Each participant will receive a personal training material folder, which includes core theory, practical examples, and guides for all the tools and models presented.