Negotiation – 1-Day Red Sheet Nano

This single-day course provides an introduction to the basics of negotiation planning together with some practical training. Based around our Red Sheet® Nano process, the course is suited to those who conduct everyday or one-on-one negotiations and will help to build the confidence and capability to negotiate with ease.

The course equips delegates with basic tools and approaches to begin to secure better outcomes from their negotiations by being more in control. This includes developing a list of negotiables and determining our negotiation power, then how to develop a simple concession strategy and plan.

Our trainers will impart tactics and techniques that can help in a negotiation, including adopting the right body language. The day includes some simple roleplay exercises so delegates can put their learning into practice in a safe environment. For beginners to negotiation, this course is the ideal foundation.

This course can be delivered at a venue of your choice, exclusively for your team. It is available in most locations around the world. The recommended group size is 12–16 delegates (maximum 20). The course content can be customized to your specific needs – it is available either with a specific focus (e.g. a buyer, seller or security focus) for dedicated teams, or can be delivered to a mixed audience. Different language options are also available.

Learning objectives

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

  • Describe different types of negotiation
  • Assess what scope there is to negotiate for a given situation
  • Structure, plan and execute simple negotiations
  • Recognize and change the balance of power in a negotiation
  • Determine requirements and outcomes and develop a concession strategy
  • Apply a selection of tactics and techniques to help secure outcomes

Who should attend

  • Procurement professionals
  • Sales professionals
  • Project managers
  • Those negotiating internally (e.g. HR staff)
  • Security experts (kidnap and ransom)
  • Those engaged in mergers and acquisition
  • Government officials and diplomats
  • Anyone who negotiates in their profession

Course content

Each delegate will receive:

  • A full colour Red Sheet Nano workbook
  • A starter supply of Red Sheet Nano notepads
  • A negotiator’s guide to popular tactics and techniques
  • A copy of the book Negotiation for Procurement Professionals by Jonathan O’Brien (optional extra)
Download prospectus

Course modules:

  • Introduction to negotiation
  • Determine what type of negotiation we need
  • Assessing what scope we have to negotiate
  • Matching your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet® Nano
  • Developing our list of negotiables
  • Determining our MDO/LDO and BATNA
  • Building a concession strategy
  • Determining our negotiation balance and how to influence it
  • Winning tactics and techniques
  • Videos from leading negotiators
  • Negotiating remotely
  • Simple role play exercises