Negotiation

Creating confidence in negotiation outcomes and a winning performance every time

Good negotiators are made, not born. Although some people have a natural instinct for negotiation, most of us can find it difficult, scary and something that requires great planning. It is easy to worry about failing, especially if we think our opponent is better than we are.

Negotiation is a skill that demands the knowledge and application of effective negotiation theory and the use of the right tactics and techniques to deliver the best possible outcomes – all within the context of an often unpredictable environment where interactions can take unexpected turns. For the latest Negotiation thought leadership, read our latest Insights.

Red Sheet Negotiation Tool

The negotiation approach of choice by global companies

Red Sheet® is a proven negotiation planning process adopted by thousands of people worldwide. Red Sheet addresses the difficulties we all have with negotiating, gives confidence in outcomes and enables a winning performance every time, no matter what the scenario. The Red Sheet negotiation approach combines personality, process and repertoire and can help even the most inexperienced get great results.

Red Sheet helps ensure we don’t leave money on the table and uses winning tactics and techniques to stay in full control of the negotiation throughout. It drives team-based collaboration and equips negotiators to learn how not to inadvertently reveal their position but to ‘read’ that of the opponent.

Red Sheet Online

The essential negotiation support tool

Red Sheet® Online is everything you could ever need to plan and conduct any type of negotiation and provides access to vast negotiation resources including: electronic Red Sheet and interactive negotiation planning; access to a wealth of tactics, techniques and culture; downloadable resources; and online learning using the latest high-quality video tuition modules

Negotiation Training Courses

Understanding how you act in a negotiation situation and developing a repertoire of tactics and approaches is a key part of negotiation training. Our Red Sheet training events equip delegates with the skills and confidence to deliver outstanding negotiations. Alongside our standard negotiation courses, we can customize a unique course for your organization.

You can find out more about our in-house courses and the Red Sheet Online Negotiation Planning Toolkit and Academy below. Details of any scheduled open Red Sheet Negotiation courses are published on the events page.

Alternatively, contact us today and see how we can help your business.

Negotiation - 1-Day Red Sheet Lite Introduction

This 1-day introductory level negotiation training is based around the Red Sheet® Lite and includes an introduction to the basics of negotiation planning, together with some practical training. It provides an introduction for those who conduct every day or one-on-one negotiations and helps those who attend begin to build the confidence and capability to negotiate with ease.

Based around the Red Sheet Lite negotiation tool, this introductory level course takes delegates through the fundamentals of negotiation. The course includes developing business requirements and linking them to the negotiation in order to develop a simple concession strategy.

This course will equip delegates with some basic tools and approaches and enable them to begin to secure better outcomes from their negotiations by being more in control of the negotiation. The different sources of power in negotiation are explored and delegates are provided with a simple tool to assess and plan for the balance of power between parties.

This course touches on some of the tactics and techniques that can help in a negotiation as well as body language. The day includes some simple role-play exercises so delegates get to put what they have learned into practice in a safe environment. This introductory level course helps those learning to negotiate begin to develop their skills and provides a solid approach to follow.

Learning objectives

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

  • Describe different types of negotiation
  • Structure, plan and execute simple negotiations
  • Determine 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?

The introductory course is suitable for anyone who wants to be highly effective at negotiation including:

  • Purchasing professionals
  • Sales professionals
  • Project managers
  • Those negotiating internally (e.g. HR)
  • Security experts (kidnap and ransom)
  • Mergers and acquisition
  • Governments and diplomats
  • Anyone who negotiates

This introductory level course is available either with a specific focus (e.g. buyer, seller or security focus) for dedicated teams or can be delivered to a mixed audience.

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20); each will receive:

  • A full colour Red Sheet Lite workbook
  • A starter supply of Red Sheet Lite desk pads
  • A negotiator’s guide to all popular tactics, techniques and body language
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Course contents

Modules on the 1-day Introduction course include:

  • The theory of negotiation
  • Matching your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet Lite
  • Developing negotiation requirements
  • Building a concession strategy
  • Power balance and how to influence it
  • Introduction to tactics
  • Videos from leading negotiators

Find out more by downloading the Negotiation – 1-Day Red Sheet Lite Introduction Prospectus

To book this course for your business or to discuss how we can customize the course for your specific needs, contact us today.

Negotiation - 2-Day Red Sheet Lite

This 2-day negotiation training course is based around the Red Sheet® Lite and includes essential negotiation planning together with extensive practical training including a full video role-play. It provides winning approaches for everyday or one-on-one negotiation planning and helps those who attend to build the confidence and capability to negotiate with ease.

The course takes delegates through the fundamentals of negotiation. It includes determining the requirements for a negotiation and developing a concession strategy. The different sources of power in negotiation are explored and delegates learn how to structure and plan for the negotiation meeting including setting target outcomes and planning the sequence of interactions needed to secure the required outcome.

This course will enable delegates to secure better outcomes from their negotiations, to be more in control of the negotiation process and have greater confidence along the way.

This course is highly practical and features extensive coverage of the tactics and techniques that can help in a negotiation 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 two days culminate in a simple team based role-play with immediate feedback. Delegates get to put what they have learned into practice in a safe environment.

Learning objectives

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

  • Describe different types of negotiation
  • Structure, plan and execute simple negotiations
  • Determine and change the balance of power 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

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20). Each will receive:

  • A full colour Red Sheet Lite workbook
  • A starter supply of Red Sheet Lite desk pads
  • A negotiator’s guide to all popular tactics, techniques and body language
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Who should attend?

The course is suitable for anyone who wants to be highly effective at negotiation including:

  • Purchasing professionals
  • Sales professionals
  • Project managers
  • Those negotiating internally (e.g. HR)
  • Security experts (kidnap and ransom)
  • Mergers and acquisition
  • Governments and diplomats

The course is available either with a specific focus (e.g. buyer, seller or security focus) for dedicated teams or can be delivered to a mixed audience.

Course content

Modules on the 2-day Lite course include:

  • The theory of negotiation
  • Matching your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet Lite
  • Engaging stakeholders
  • Building a concession strategy
  • Power balance and how to influence it
  • Planning the negotiation event
  • Managing the negotiation event
  • Some winning tactics for all stages of negotiation
  • Body language – how to read your opponent, how not to give the game away
  • Use of spoken language to influence outcomes
  • Videos from leading negotiators
  • Team role play

Find out more by downloading the Negotiation – 2-Day Red Sheet Lite Prospectus

This course is occasionally offered as an open course for those involved regularly in simple, everyday negotiations. To review the current schedule and options available, visit the Events page.

To book this course for your business or to discuss how we can customize the course for your specific needs, contact us today.

Negotiation - 2-Day Red Sheet Intensive

This 2-day intensive negotiation training course is based around the Red Sheet® and includes most of the content found on the three day course but with a basic role-play negotiation. It provides winning approaches for negotiation planning and helps those who attend to build the confidence and capability to take on moderate to advanced negotiation.

The course includes video examples of negotiation and interviews with leading negotiators. Over the two days, delegates explore in depth all aspects of negotiation, negotiation planning, body language and the tactics, techniques and behaviours required for success.

This course will enable delegates to secure better outcomes from their negotiations, to be more in control of the negotiation process and have greater confidence along the way.

This course includes the personality module with the option of an individual psychometric assessment to evaluate personal negotiation style along with a module on negotiating across cultural boundaries. The course also features extensive coverage of the tactics and techniques that can help in a negotiation as well as body 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 two days culminate in a simple team-based role-play with immediate feedback.

Learning objectives

By the end of this course delegates should 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 to a negotiation
  • Apply a selection of tactics and techniques to help secure outcomes
  • Conduct a post-negotiation review

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20). Each 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
  • Body language workbook

Who should attend?

The intensive course is suitable for anyone who wants to be highly effective at negotiation including:

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

The intensive course is available either with a specific focus (e.g. buyer, seller or security focus) for dedicated teams or can be delivered to a mixed audience.

Course content

Modules on the 2-day course include:

  • The theory 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
  • 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
  • Some 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 role play
  • Post-negotiation reviews and lessons learned

Find out more by downloading the Negotiation – 2-Day Red Sheet Intensive Prospectus

To book this course for your business or to discuss how we can customize the course for your specific needs, contact us today.

Negotiation - 3-Day Red Sheet

Our most popular negotiation course, the 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 cross-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 role-play, team-based negotiation that is recorded on video and supplied to delegates in MP4 format via email link after the workshop.

The advanced course is an excellent and inspirational course for anyone who is serious about negotiation.

Learning objectives

By the end of this course delegates should 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

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20). Each 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 MP4 of their negotiation role-play
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Course content

Modules on the advanced course include:

  • The theory 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 role plays: Team negotiation
  • Post-negotiation reviews and lessons learned

Find out more by downloading the Negotiation – 3-Day Red Sheet Prospectus

As our most popular negotiation course, this course is occasionally offered as an open course. To review the current schedule and options available, visit the Events page.

To book this course for your business or to discuss how we can customize the course for your specific needs, contact us today.

Negotiation - 3-Day Red Sheet NLP Extension

A 3-day ‘next stage’ advanced course for those already trained in Red Sheet®. This specialist course takes learning and developing in negotiation to the next level and equips negotiators with some exceptional practical skills to secure outstanding results.

The course is built around Neuro-Linguistic Programming (NLP) principles and practice and, together with individual and small group practical activities, equips delegates with some very powerful skills designed to secure the outcomes you need without your opponent understanding how you did it.

This course will ensure you realise your full potential for negotiation. It will give you great confidence in your approach and put you in complete control of the event and equip you with some very practical approaches to ensure you don’t leave money on the table in all your future negotiations.

Experienced experts in NLP and negotiation deliver this course and it covers the key aspects of NLP that are relevant for negotiation, building further upon the Red Sheet® methodology. Practical one-on-one and small team negotiations build capability, all recorded on video and supplied to delegates in MP4 format via email link after the workshop. The course is designed to provide high impact learning and development and for this reason we limit numbers to only small groups of 12 maximum.

This advanced course is an excellent and inspirational course for any skilled negotiator who wants to be outstanding.

Learning objectives

By the end of this course negotiators should 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’ state 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 maximise 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

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The maximum group size is 12 for this course; each will receive:

  • A full colour Extra-Advanced Red Sheet workbook
  • An MP4 video of their negotiation role-play
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Course content

Modules on the advanced course include:

  • Recap on Red Sheet process and negotiation approach
  • Reflection on negotiation experience so far
  • One-on-one negotiations with facilitators/actors
  • Building rapport – the importance of rapport and how to create and maintain 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 outcomes
  • 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 role play (video recorded with feedback from leaders)

Find out more by downloading Negotiation – 3-Day Red Sheet NLP Extension Prospectus

To book this course for your business or to discuss how we can customize the course for your specific needs, contact us today.

Red Sheet Online Negotiation

Red Sheet® Online is everything you could ever need to plan and conduct any type of negotiation and provides access to vast negotiation resources including: electronic Red Sheets and interactive negotiation planning; access to a wealth of tactics, techniques and culture; downloadable resources; and online learning using the latest high quality video tuition modules.

Red Sheet Online represents the newest and most exciting support system for anyone who negotiates and is a must have if you are serious about being highly effective at negotiation. A subscription to Red Sheet Online will enable you to plan any negotiation, collaborate with peers as needed and develop your negotiation capability. Includes:

  • Negotiation resources – Full downloadable reference guides, templates and examples to help for each of the 15 steps of Red Sheet negotiation planning and execution.
  • Video tuition modules – High quality streaming video modules for every aspect of negotiation planning, available to provide on demand training and support.
  • Online negotiation planning – Collaborate globally and plan your next negotiation on-line using the electronic Red Sheet tool or download the electronic version to use locally.
  • Negotiation tactics library – Find the tactic you need and know how to counter what they do; full access to our ever-increasing negotiation tactics library—the definitive collection of different things negotiators can do to steer negotiations toward achieving the desired outcomes.
  • Culture Country Guides – Match your negotiation to the culture with our extensive country-by-country guide that gives essential cultural information and planning tips for each country including the four cultural indicators used by Red Sheet.
  • Body language and spoken language module – Help read their position and avoid giving the game away with our body language and spoken language module including real examples of what to look for and what to avoid.
  • Negotiation e-learning – Learn key aspects of negotiation on-line without the travel using the range of on-line training courses. Manage and plan personal learning at the pace that suits you with your own personal training plan