1. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT [ S TRATEGIC D ECISION M AKING IN F AMILY B USINESSES ] Christos A. Tsagklis Management Consultant - Adjunct Lecturer in Management, IST College project The Athens Chamber of Commerce and Industry

2. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY 2 Strategy < στρατηγός T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT Strategic Decision Making in Family Businesses Christos Α. Tsagklis Cpt. Vassilis Konstantakopoulos Themistocles Aristotle Onassis Dante Trussardi Amancio Ortega Spyridon Sklavenitis Sam Walton

3. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY 3 The Family-Business House T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT Strategic Decision Making in Family Businesses Christos Α. Tsagklis Based on: Baron, J., Lachenauer, R., Ehrensberger, S. (2015) Making Better Decisions in Your Family Business, digital article, US: hbr.org The Owner Room The Board Room The Management Room The Family room

4. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY 4 Business: a world of strategic decisions and negotiations T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT Strategic Decision Making in Family Businesses Christos Α. Tsagklis Based on: Nikolopoulos, A (2011), Negotiating Strategically: One Versus All, UK: Palgrave Macmillan Α Family Business negotiates the sale of one of its operations to a firm abroad. The two parties discuss the terms of the sale.  The Union is against the sale, as this will weaken its power.  The State demands specific terms for the sale, intervening in the process.  Company’s main supplier is against the sale, since the buyer may choose another supplier in the future. In the end, with whom does the company negotiate with? What does “beneficial deal” mean; How can the overall conditions affect the negotiation?  Which negotiating Strategy should the Company choose in order to be effective in all the above relations?

5. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY 5 Business: a world of strategic decisions and negotiations T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT Strategic Decision Making in Family Businesses Christos Α. Tsagklis Based on: Nikolopoulos, A (2011), Negotiating Strategically: One Versus All, UK: Palgrave Macmillan John, Alpha Company’s Sales Manager, just learned that customer Mr. Charlie, intents to cancel a major order. - John denied some financial inducements given sparingly and preferred to give them to other clients, who had finalized their orders. - Risk of losing the 10.000 Euro bonus. - This money finance John’s daughter postgraduate studies (two year full time MBA). - He was also informed that his two important partners will be relocated and thereof, the bonus will be lost for two years. - Problem with others in the department for failing to intervene in the administration.

6. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY 6 Strategic Decision Making: Strategic Negotiations T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT Strategic Decision Making in Family Businesses Christos Α. Tsagklis Source: Nikolopoulos, A (2011), Negotiating Strategically: One Versus All, UK: Palgrave Macmillan Prof. Andreas Nikolopoulos  Parallel conflicts / negotiations  Interaction of different conflicts  Limited resources  Dynamically changing environment (conditions)  Deficiency of the existing negotiating systems that could ensure effectiveness  Absence of a proper supportive tool for the selection of the best negotiating strategy / tactics

7. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY 7 Negotiating Strategically T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT Strategic Decision Making in Family Businesses Christos Α. Tsagklis Source: Nikolopoulos, A (2011), Negotiating Strategically: One Versus All, UK: Palgrave Macmillan Mix of ways for handling conflict Conflict Handling Direct NegotiationsVirtual NegotiationsIsolated Actions Consequences Conditions Power Budget DepreciationActionAccumulation Formation of the Initial Behavior DepreciationActionAccumulation of the Conflict Power Reserves

8. INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY INDEPENDENT STUDIES OF SCIENCE & TECHNOLOGY T HANK Y OU ! T RANSFER OF SME S : T OOL FOR G ROWTH & E MPLOYMENT Strategic Decision Making in Family Businesses Christos A. Tsagklis Management Consultant - Adjunct Lecturer in Management, IST College project The Athens Chamber of Commerce and Industry