Negotiation – 2-Day Red Sheet Intensive

This course provides thorough coverage of our Red Sheet® process for negotiation. It includes most of the content found on our 3-day course but with a more simplified roleplay negotiation. Our training provides winning approaches for negotiation planning and helps attendees to build the confidence and capability to take on moderate to advanced negotiation.

Over the two days, delegates explore aspects of negotiation in depth, including negotiation planning, body language and the tactics, techniques and behaviours required for success. Plus, we provide video examples of negotiation and interviews with leading negotiators.

This course includes our personality module, with the option of an individual psychometric assessment to evaluate personal negotiation style, along with a module on negotiating across cultural boundaries.

Through highly interactive training sessions, delegates get to witness winning approaches and put some of these into practice themselves. The course culminates in a simple team-based roleplay where immediate feedback is given.

At the end of training, delegates can expect to achieve better outcomes, to be more in control of the negotiation process and have greater confidence in their negotiation capabilities.

This course can be delivered exclusively for your team at a venue of your choice almost anywhere in the world. It accommodates up to 20 delegates, with 12–16 recommended. The course is flexible and customizable, allowing the option of a specific focus (e.g. on buying, selling or security) for dedicated teams, or to suit a mixed audience.

Learning objectives

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

  • Describe and determine what types of negotiation to use
  • 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 to a negotiation
  • Apply a selection of tactics and techniques to help secure successful outcomes
  • Conduct a post-negotiation review

Who should attend

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

Course content

Each delegate will receive:

  • A full colour Red Sheet® workbook
  • A starter supply of Red Sheets
  • A country-by-country culture guide
  • A negotiator’s guide to all popular tactics and techniques
  • Body language workbook
  • A copy of the book Negotiation for Procurement Professionals by Jonathan O’Brien (optional extra)
Download prospectus

Course modules:

  • Introduction to negotiation and types of negotiation
  • Matching 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
  • 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
  • Winning tactics for all stages of negotiation
  • Body language – how to read your opponent, how not to give the game away
  • Videos from leading negotiators
  • Team roleplay
  • Post-negotiation reviews and lessons learned