Negotiation – 3-Day Red Sheet

Our most popular negotiation course, this Red Sheet® advanced training is for anyone who is serious about negotiation. Through inspirational tuition, the course prepares and equips delegates with the theory, tactics and practical experience that enable outstanding results. Over three days, our in-depth training builds winning approaches for negotiation planning and helps attendees to build the confidence and capability required to take on any negotiation.

A module on personality is included in this course, with the option of a full psychometric assessment to evaluate individual negotiation style, as well as a module on negotiation cross-cultural boundaries. Negotiation tactics and techniques are covered in-depth, along with a study of body language and verbal language.

These highly interactive sessions enable delegates to observe a range of winning negotiation approaches and to attempt to put some of them into practice. The course culminates in a team-based negotiation roleplay that is recorded on video and supplied to delegates in MP4 format via email link after the workshop, for ongoing reference.

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

We can deliver this course to your team at your chosen venue, wherever you are in the world. The course may be attended by up to 20 delegates, with 12–16 recommended. Course modules are flexible and customizable, with the option of a specific focus (e.g. on buying, selling or security) for dedicated teams, or with general relevance for 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 according to 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)
  • 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, techniques and body language
  • An video of their negotiation roleplay
  • A copy of the book Negotiation for Procurement Professionals by Jonathan O’Brien (optional extra)
Download prospectus

Course modules:

  • Introduction to negotiation and the different types of negotiation
  • Matching 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 non-specific language and using it to your advantage
  • Videos from leading negotiators
  • Video roleplays: Team negotiation
  • Series of smaller roleplays and practical exercises
  • Post-negotiation reviews and lessons learned