Negotiation – 3-Day Red Sheet Open Course

Our most popular negotiation course, the 3-day Red Sheet negotiation training helps prepare and equip delegates with the theory, tactics and practical experience of negotiation that enable outstanding results. It provides winning approaches for negotiation planning and helps those who attend to build the confidence and capability to take on any negotiation. Over the three days, delegates explore in depth all aspects of negotiation and negotiation planning.

This course will help ensure you don’t leave money on the table. It will enable delegates to secure winning outcomes from each negotiation they do, to stay in control of the negotiation process and to have confidence in their approach no matter what the scenario.

This course includes a module on personality with the option of a full psychometric assessment to evaluate individual negotiation style as well as a module on negotiation across cultural boundaries. Negotiation tactics and techniques are covered in depth as well as body language and verbal language. During these highly interactive sessions delegates get to witness first-hand some of the winning approaches and even try putting some into practice. The three days culminate in a full, team-based role play negotiation which is recorded on video and supplied to delegates after the workshop in MP4 format via email link.

Click here to book your place on our upcoming 3-Day Red Sheet Negotiation open course, taking place in Windsor, UK on 26-28 March 2019.

Learning objectives

By the end of this course delegates will be able to:

  • Describe different types of negotiation
  • Structure, plan and execute complex negotiations
  • Adapt negotiation for culture
  • Match individual personality to the negotiation and adapt behaviour
  • Determine and change the balance of power and the game being played in a negotiation
  • Determine requirements and outcomes and develop a concession strategy
  • Begin to apply techniques around body language and verbal language to a negotiation
  • Apply a selection of tactics and techniques to help secure outcomes
  • Conduct a post-negotiation review

Who should attend

  • Procurement professionals
  • Sales professionals
  • Internal negotiators
  • Security professionals (kidnap and ransom)
  • Anyone who wants to develop negotiation capability

Course content

  • Introduction to negotiation and the different types of negotiation
  • Match your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet
  • Engaging stakeholders
  • Negotiating across cultures
  • Negotiator personality and adapting behaviour for the negotiation
  • Assessing the other party
  • Negotiating remotely
  • Power balance and how to influence it
  • Using game theory to structure the negotiation approach
  • Building a concession strategy
  • Planning the negotiation event
  • Managing the negotiation event
  • Tactics to open and explore
  • Tactics to bargain
  • Tactics to close the deal
  • Dirty tactics and countermeasures
  • Body language – how to read your opponent, how not to give the game away
  • Use of verbal language – challenging nonspecific language and using it to your advantage
  • Videos from leading negotiators
  • Video role plays: team negotiation
  • Series of smaller role plays and practical exercises
  • Post-negotiation reviews and lessons learned