Negotiation – 3-Day Red Sheet Extension – ‘Next Stage’

This course applies Neuro-Linguistic Programming (NLP) practice to provide ‘next stage’ advanced training for those already proficient in Red Sheet®. It is a specialist course that takes negotiation development to a higher level, equipping negotiators with exceptional practical skills to secure outstanding results.

Training is led by experts in NLP and negotiation. They deploy the key aspects of NLP that are relevant for negotiation, building further upon the Red Sheet® methodology. Practical one-on-one and small team negotiation exercises are delivered to build capability – all filmed and supplied to delegates in MP4 format via email link after the workshop.

This course shares powerful skills designed to secure the outcomes purchasing professionals realize their full potential from negotiations. Its practical approaches, valuable skills and confidence-building put you in complete control of the event to ensure you don’t leave money on the table in all your future negotiations.

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet® training is available in most locations around the globe and all our courses can be customized to your specific needs. Owing to the high-impact learning we set out to achieve through this course, we limit numbers to a maximum of 12 delegates.

Learning objectives

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

  • Build rapport with an opponent
  • Identify how an opponent ‘represents their reality’ and how they communicate (and like to be communicated to)
  • Identify what an opponent really wants (not what they say they want) and their personal motivators
  • Identify the negotiation strategy others are using and apply ‘pattern interrupt’ to reset the negotiation process
  • Use effective goal setting to secure desired negotiation outcomes
  • Apply anchoring techniques to get oneself into the optimum state for negotiation and influence others’ states during the negotiation
  • Use non-specific language to understand other people’s positions accurately and influence outcomes
  • Apply a range of specific tactics and techniques to maximize outcomes
  • Plan, structure and lead individual and group negotiations
  • Align a supporting team to ensure they work in concert during the negotiation
  • Use advanced body language techniques to read the opponent and influence them

Who should attend

  • Professional negotiators
  • Procurement professionals
  • Sales professionals
  • Internal negotiators
  • Anyone with experience of negotiation
  • Anyone who has completed a 2- or a 3-Day Red Sheet Negotiation course

Course content

Each delegate will receive:

  • A full-colour ‘Next Stage’ Red Sheet® workbook
  • An MP4 video of their negotiation roleplay
  • A copy of the book Negotiation for Procurement Professionals by Jonathan O’Brien (optional extra)

Course modules:

  • Recap on Red Sheet® process and negotiation approach
  • Reflection on negotiation experience so far
  • One-on-one negotiations with facilitators/actors
  • Building and maintaining rapport during a negotiation
  • Representation systems – How people represent their reality
  • Communication systems – How people communicate and want to be communicated to
  • Chunking – Negotiating around what people really want, not what they think they want; understanding others’ motivations
  • Personal strategies – Identifying the personal strategy of the opponent. Use of ‘pattern interrupt’ to reset the negotiation process
  • Goal setting – Using well-formed outcomes to set goals for negotiation
  • Anchoring – Getting into the optimum state for the negotiation and using anchoring to influence the state of others
  • Language patterns – Clarifying non-specific language to understand other people’s positions accurately and using non-specific language and metaphors to influence outcomes
  • Advanced body language
  • Making team-based negotiations really work
  • Planning and structuring advanced negotiations
  • Small group roleplay (video recorded with feedback from leaders)