# Negotiation Skills Training for Managers: 2-Day Kit | Couchinfo > Ready-to-run negotiation and influence training for managers: preparation, BATNA, concessions, pressure tactics, influence without authority, persuasion. Source: https://couchinfo.com/en/training/negotiation-and-influence-for-managers/ [← Catalog](https://couchinfo.com/en/catalog/) ## Negotiation and Influence for Managers training Managers learn to prepare for negotiations, find mutually beneficial trades, respond calmly to pressure, reach agreement with senior management, colleagues and suppliers, and persuade people who do not report to them — without manipulation. Trainer license — one facilitator, who can also run it for their own clients. Company license — all trainers and managers in your company. [Details](https://couchinfo.com/en/license/) Card payment via Stripe · files right after payment and by email Duration **2 days · 13 hours** Group size **10–16 participants** Slides **59** Exercises **16** Format **In person** Language **English** Why this kit ### A training you can run without the author #### 2 days, minute by minute A trainer guide with what to say, exercise instructions, debrief questions and difficult situations. #### 16 exercises Role plays, cases and cards — with print-ready handouts. #### Tests with answer keys A pre- and post-test to see what participants have learned. #### An author with corporate experience Stan Shaposhnikov: programs for PrivatBank, DTEK, Interpipe. ### Who this training is for - Team and department managers - Project managers - Procurement and partnership managers - Internal trainers and L&D - Independent trainers ### Problems it solves - Negotiations with suppliers end in concessions with nothing in return - Managers can't agree with another department without escalating - An employee asks for a raise and the manager is caught off guard - Good ideas don't get through senior management because the arguments are weak - Pressure tactics work because nobody recognizes them Outcomes ### What participants will be able to do 1 Prepare with a preparation sheet: both sides' interests, goal, walk-away point, best alternative, zone of agreement 2 Look for trades based on different priorities instead of splitting the difference 3 Decide when to make the first offer and concede using the "if… then…" rule 4 Recognize pressure tactics, name them and respond calmly 5 Negotiate inside the company: resources with their manager, pay with an employee, deadlines with another department 6 Influence without authority: map stakeholders and offer what the other side values 7 Use the principles of influence honestly and tell influence from manipulation 8 Choose an argument style to suit the listener, present a proposal as "main point — reasons — facts" and handle objections 9 Use AI to prepare for and rehearse negotiations without disclosing commercial or personal data Program ### Training program: Negotiation and Influence for Managers Two days, 10:00–18:00 · lunch and two breaks each day | Day 1. Prepare and reach agreement | | --- | | 10:00–10:40 | Opening, ground rules, introductions "A negotiation I remember", pre-test | | 10:40–11:15 | Who managers negotiate with. "The Friday Meeting Room" game | | 11:30–12:30 | Preparation: interests, walk-away point, best alternative, zone of possible agreement | | 13:30–14:30 | The "Two Departments, One Contractor" game: mutually beneficial trades | | 14:30–15:15 | First offer, anchoring and concessions. Bargaining practice | | 15:30–16:35 | Pressure tactics: recognize — name — respond. Tactical empathy | | 16:35–17:40 | Negotiating inside the company: with your manager, an employee, another department | | 17:40–18:00 | Day review, assignment "Preparation sheet for my negotiation" | | Day 2. Influence and persuade without pressure | | --- | | 10:00–10:20 | Warm-up: reviewing the preparation sheets | | 10:20–11:15 | Influence without authority: currencies of exchange and the stakeholder map | | 11:30–12:30 | Principles of influence: use them honestly and recognize them. Influence or manipulation | | 13:30–14:40 | Four argument styles. Main point first. "Proposal to senior management" practice | | 14:40–15:15 | Objections and counter-arguments | | 15:30–16:30 | Multi-party negotiation: the "Bonus" case | | 16:30–17:00 | AI as a negotiation sparring partner. Negotiating in writing | | 17:00–17:35 | Final practice "My negotiation" | | 17:35–18:00 | 30-day plan, post-test, feedback form, closing | Contents ### What's included: slides, trainer guide, workbook 1 #### Slide deck 59 slides with presenter notes (PowerPoint) 2 #### Trainer guide 29 pages: a minute-by-minute script for both days with what to say, debriefs and difficult situations 3 #### Participant workbook 16 pages: negotiation preparation sheet, rules for concessions, pressure tactics, influence without authority, the "My argument style" self-assessment, 30-day plan 4 #### Exercises and cases 16 exercises with keys; secret-role games "Two Departments, One Contractor" and "The Laptop Purchase", 8 pressure tactics, 6 internal negotiation stories, the "Bonus" case 5 #### Tests and forms Pre-/post-test, answer key, feedback form 6 #### License Terms of use **License.** Run the training as many times as you like, edit the materials and add your own logo. You may not resell the files or share them with third parties. [License terms](https://couchinfo.com/en/license/) Try it for free ### Exercises from this kit [All exercises](https://couchinfo.com/en/exercises/) [Negotiation and Influence for Managers #### Two Departments, One Contractor Find a mutually beneficial trade based on different priorities instead of splitting down the middle. 80 minutesPairs, a group of 6 or more](https://couchinfo.com/en/exercises/two-departments-one-contractor/) [Negotiation and Influence for Managers #### Pressure Tactics on Cards Learn to recognize pressure tactics, name them calmly and respond on the substance. 30 minutesThrees](https://couchinfo.com/en/exercises/pressure-tactics-on-cards/) [Negotiation and Influence for Managers #### Spot the Principle Recognize the principles of influence in business situations and tell honest influence from manipulation. 25 minutesTables of 3–4](https://couchinfo.com/en/exercises/spot-the-principle/) Adaptation ### Need it tailored to your company? We will rewrite the cases around your situations, apply your brand style and prepare your trainers. [Request an adaptation](https://couchinfo.com/en/custom-training-development/) More ### Other training kits [Full catalog](https://couchinfo.com/en/catalog/) [Leadership training #### Leadership and Accountability Language of accountability, RACI and the conversation with an employee 2 days · in person **Free**](https://couchinfo.com/en/training/leadership-and-accountability/) [Leadership training #### Coaching and Team Leadership Coaching conversations, GROW and leading a team 2 days · in person **$229**](https://couchinfo.com/en/training/coaching-and-team-leadership/) [Leadership training #### Facilitation for Managers Team meetings that end with a decision and an action plan 2 days · in person **$229**](https://couchinfo.com/en/training/facilitation-for-managers/) [Leadership training #### Conflict Resolution for Managers Difficult conversations that make teams stronger 2 days · in person **$229**](https://couchinfo.com/en/training/conflict-resolution-for-managers/) [Leadership training #### Performance Management with AI Goals and OKR, metrics, one-to-ones and the manager's AI assistant 2 days · in person **$229**](https://couchinfo.com/en/training/performance-management-with-ai/) [Leadership training #### Emotional Intelligence for Leaders Understand emotions, manage reactions and handle difficult conversations 2 days · in person **$229**](https://couchinfo.com/en/training/emotional-intelligence-for-leaders/) [Leadership training #### AI and Automation Adoption: Leading Your Team Through Change The change curve, resistance and an AI adoption plan 2 days · in person **$229**](https://couchinfo.com/en/training/ai-adoption-and-change/) [Leadership training #### Motivation and Inspiration Tools for Leaders DISC, the motivational conversation, inspiration and feedback 2 days · in person **$229**](https://couchinfo.com/en/training/motivation-and-inspiration/) [Leadership training #### Managing Processes and Resources: Unconventional Solutions Unconventional solutions, task setting, delegation and control 2 days · in person **$229**](https://couchinfo.com/en/training/processes-and-resources/) [Leadership training #### Managing Your Inner Resources: Energy, Motivation, Recovery Energy, self-motivation, working with beliefs and recovery 2 days · in person **$229**](https://couchinfo.com/en/training/energy-motivation-recovery/)