Negotiation and Influencing Skills 

In life, you get what you have the courage and skill to negotiate for yourself. 
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Trainers' House’s negotiation and influence training is a customized four-month training program for organizations, in which sales, account management, and project teams adopt a shared negotiation model and tools for critical negotiation situations. 
This training is tailored for the entire team or organization. If you are looking to develop your own negotiation skills, explore our open Master of Influence intensive training program.

Do any of the following sound familiar?

To whom and when

For organizations,

who want to strengthen a culture of negotiation and advocacy

For sales, account management, and project teams,

who are facing critical negotiation situations.

For businesses,

where working methods and procedures vary from team to team

When the goal is

build a long-term competitive advantage through better contracts

Commitment and Results

What We Focus On

Operating Procedures

A Common, Standardized Approach to Negotiations

Systematics

Methods and Tools for Negotiation and Advocacy Situations

Skills

Improving the team's skill level and sharing best practices

Results

More and Better Contracts

Negotiations are not resolved by chance. They are resolved through preparation, a systematic approach, and effective interaction.

How do we proceed?

Background Research

We conduct comprehensive background research to assess the current state and the desired state. We interview a group of participants, conduct a preliminary survey, and review relevant materials. Based on this background work, we produce an analysis identifying areas for improvement.

Kickoff

During our joint kick-off training session, we’ll build a shared understanding of the upcoming transformation journey and clarify the most important actions to take.

Training Program

Over the course of a four-month training program, we support changes in your mindset and behavior in your daily life, one small step at a time. In addition to group training sessions, the training program includes digital training content and training calls. The content of the training program is tailored to each client to meet your specific needs.

Managing Collaboration

Throughout the collaboration, we monitor the achievement of our goals and refine our plan during joint steering committee meetings.

Illustration H125-55

What our customers say:

"Our revenue has grown in line with our targets. The overall atmosphere has improved, and the quality of our work has risen. The sales management team has adopted new ways of working, and salespeople have been provided with concrete toolkits. Perhaps the best example of our shared journey is the internal collaboration between sales and production. People are now working together to create customer value.”

Joni Lehtinen Commercial Director, DB Schenker

“I have nothing bad to say about the training
. The structure, the presentation,
the interactive elements, the materials, the venue.
Everything was top-notch.”

“It made me think about how to really prepare for a negotiation, even though I’ve been doing it without realizing it. The topic became more concrete, and I got new ideas and tips for negotiations.”

“I can’t say in any way that I wasn’t prepared for the
training. The coach really got us on board; I could have gone even deeper into the training on a third day, and most importantly, I can definitely recommend it to others as well.”

 

Arto Heimonen is the CEO of Trainers' House and a lawyer who has coached top executives as well as procurement, sales, and specialist professionals in negotiation and influencing skills. His book Smart Negotiation, Wise Influence was published in spring 2026. 

 

Advocacy and negotiation are all about people.

The goal is to work together to find better options and achieve mutual success. People naturally adjust their status in the company of others, attach meaning to events, and are curious about their fellow human beings. Negotiation, therefore, requires an understanding of human nature and the human mind, as well as what lies beneath the surface.

Ultimately, all that is good comes to us from other people—and in modern negotiation, the goal is to improve the position of all parties. However, few people know how to use negotiation to make the invisible visible and bring out the potential in people and situations.

In life, we get what we are capable of and dare to negotiate. The emotions we are willing to feel determine what we dare to do. However, our performance can never exceed the level of our preparation. The quality of our preparation and practice is, in fact, everything when entering a negotiation.

Ajanvaraus

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See also

Become a Master of Influence – Negotiation Skills Training | Trainers' House

Arto Heimosen’s 1.5-day intensive course on negotiation and influence skills for experienced leaders and professionals. At Calliola, April 8–9, 2027, €1,990 + tax.

Read more

Esiintymis- ja vuorovaikutusvalmennus | Trainers' House

Esiintymis- ja vuorovaikutusvalmennus johtajille, asiantuntijoille ja myyjille: katsekontakti, läsnäolo ja kirkas viesti Teams-palaverista seminaarisaliin.

Read more

Frequently asked questions

Negotiation and influence training is tailored to your organization and lasts four months, allowing the shared approach to become part of everyday work. Master of Influence is an open 1.5-day intensive training program for experienced negotiators who attend as individuals.

After the background research and kickoff, the four-month training program begins. It includes group training sessions, digital training content, and individual support calls.

We can also tailor a shorter program to suit your needs.

The training is for sales, account management, and project teams that conduct critical negotiations with customers, partners, or suppliers, as well as organizations where negotiation practices vary between teams.

Yes. The training can be delivered in Finnish, English, or Swedish.

The investment depends on the number of participants and the scope of the program. Projects typically start at €19,900.