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

Card payment via Stripe · files right after payment and by email

Duration2 days · 13 hours

Group size10–16 participants

Slides59

Exercises16

FormatIn person

LanguageEnglish

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

Prepare with a preparation sheet: both sides' interests, goal, walk-away point, best alternative, zone of agreement

Look for trades based on different priorities instead of splitting the difference

Decide when to make the first offer and concede using the "if… then…" rule

Recognize pressure tactics, name them and respond calmly

Negotiate inside the company: resources with their manager, pay with an employee, deadlines with another department

Influence without authority: map stakeholders and offer what the other side values

Use the principles of influence honestly and tell influence from manipulation

Choose an argument style to suit the listener, present a proposal as "main point — reasons — facts" and handle objections

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

Slide deck

59 slides with presenter notes (PowerPoint)

Trainer guide

29 pages: a minute-by-minute script for both days with what to say, debriefs and difficult situations

Participant workbook

16 pages: negotiation preparation sheet, rules for concessions, pressure tactics, influence without authority, the "My argument style" self-assessment, 30-day plan

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

Tests and forms

Pre-/post-test, answer key, feedback form

License

Negotiation and Influence for Managers — sample page

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

Try it for free