Red Sheet negotiation - Negotiation training, tools and techniques

Build confidence in negotiation outcomes, boost business results

Good Negotiators are made, not born

Red Sheet^® enables your organization to secure the best outcomes from any negotiation. The Red Sheet methodology is built on a world-leading approach to negotiation planning and implementation. It employs theory and strategic thinking that imparts the know-how and confidence needed to conduct winning negotiations at any level.

Originally designed in 2005 as a negotiation tool for procurement professionals, the dynamic Red Sheet program became in high demand by international sales teams and business start-ups through to diplomatic personnel and security organizations, swiftly proving its efficacy in diverse settings around the globe.

This powerful range of tools, training and techniques can create exceptional negotiators for every scenario. With its comprehensive suite of resources and Red Sheet trained people, outstanding negotiation results are possible. The inspirational Red Sheet program offers multiple high impact and intensely practical learning and development options to develop strong negotiation capability.

The program’s reputation, quality and results, together with flexible delivery options, make it the first choice for thousands of public and private sector organizations globally which want to boost negotiation capability and achieve exceptional outcomes.

How Red Sheet Works

The Red Sheet is a step-by-step planning tool, available as a physical Red Sheet or a web-based digital application. Drawing on the core Red Sheet methodology to offer a tool for every negotiation scenario and negotiator of any ability, the Red Sheet family is available at three levels:

Red Sheet – for high-value, complex or team-based negotiations
Red Sheet Lite – for day-to-day, professional negotiations
Red Sheet Nano – for simple or individual negotiations

Each unique tool provides a powerful process to plan and co-ordinate a specific negotiation event, and can also be accessed in digital form through our pioneering Red Sheet Online platform.

Red Sheet is built on an innovative methodology which combines extensive tactical, psychological and practical elements.
This approach employs a range of theoretical components, including:

Game Theory

Red Sheet uses established game theory principles to help negotiators understand the game in play, and how to switch it to a new game that will deliver the desired outcomes.

Negotionality

Negotionality^® is your required personality for the negotiation. This original concept combines the concepts of personality, culture and type of negotiation, allowing you to construct an identity and tailor behaviours specifically to your negotiation.

Body and spoken language

Possibly the most critical element within negotiation – learn how to read the verbal and body language signals from your opponent, and manage your own so you don’t give anything away.

Cultural adaptation

Determine any cultural differences between us and our opponent and identify any specific adaptations that may need to be made to our negotiation approach in order to secure the best negotiation outcome anywhere in the world.

Tactics and techniques

Benefit from 100 practical ways to gain an advantage in your negotiation by sharpening your own performance and building your repertoire of important tactics and winning techniques.

Negotiables and concession strategy

An ingenious approach to managing concessions during your negotiation and staying in full control of all your negotiables^®. Adjust your position strategically, keeping an eye on the big picture and building a winning position.

Structured planning

Create a detailed plan to stay in control, whatever turn the negotiation takes – including reacting with the right moves should conditions change unexpectedly.

Balance of power

Understand where the power lies and learn how to project power and shift the balance in your favour.

Choose the Red Sheet solution that’s right for you

The Red Sheet negotiation approach is accessible to your business through an unrivalled suite of delivery options and learning resources.

The journey to negotiation excellence typically begins with our in-house training courses. These interactive, high impact and highly engaging sessions build knowledge and confidence in your team, while tailoring the Red Sheet methodology to your particular business setting.

This training introduces our comprehensive set of Red Sheet tools that power your negotiations, supported by essential templates, guides, tactics and techniques, and workbooks.

Our Red Sheet Online platform provides access to the complete family of digital Red Sheet planning tools, together with a comprehensive suite of negotiation resources and extensive digital learning library. This world-class platform allows subscribers to access specific tools at any time, to work collaboratively to the same process, and manage their personal development.

We offer Packages combining Red Sheet training with Red Sheet Online, as well as coaching for specific events. These complete negotiation bundles are matched to the needs of specific user levels, from individual negotiations through to complex deals in large corporate organizations.

You can also purchase our award-winning book, Negotiation for Procurement Professionals, written by Red Sheet CEO Jonathan O’Brien, to supplement or reinforce your learning.

Additionally, we offer a psychometric assessment to determine your negotiation personality traits and provide your unique guide for how to modify your behaviours so you can adopt the right negotionality for each negotiation.

Our negotiation competency assessment program enables your team to evaluate and enhance its approach to performing in a negotiation situation.

Tools

The family of Red Sheet tools to suit individuals, teams and organizations of all sizes wishing to master negotiation

Training

High impact, intensely practical training courses based on our Red Sheet tools, delivered across the globe or via digital modules

Red Sheet Online

Toolkit, resources and digital learning for professionals who are serious about achieving excellence in a negotiating role

Making it happen

Our packages provide a complete suite of our Red Sheet tools, training and online resources for anyone who negotiates

Latest News, Events & Insights

Negotiation

23/08/2019 | Insights

3-Day Red Sheet Negotiation Public Course – Farnborough, UK

Book onto our next negotiation public course taking place on 21-23 January 2020 in Farnborough, UK Read More

Negotiation

17/06/2019 | Insights

Whitepaper | The Negotiation Rottweiler

Should we beat up our suppliers or collaborate with them? Jonathan O'Brien seeks to answer this ...Read More

Negotiation

23/05/2019 | News

POSITIVE PURCHASING LAUNCHES RED SHEET ONLINE V4.0

We are pleased to announce the latest release of our pioneering digital negotiation platform Read More

More News, Events & Insights

Testimonials

“With the effective Red Sheet approach embedded as “the way we negotiate”, the (customized negotiation capability transformation) program has made a clear and measurably positive impact. The Trust has built a team of highly motivated and expert negotiators demonstrating increased confidence in how it prepares for and conducts difficult negotiations to achieve better outcomes. With a shared sense of responsibility and accountability that has also enhanced cross-functional collaboration, delivered efficiency gains and reduced risk through improved supplier relationships, the team has repeatedly achieved typical cost-saving yields of up to 25% from contract negotiations since it successfully implemented the Red Sheet approach.”

Chief Procurement Officer – NHS Trust

“We have realized a clear and quantifiable uplift in negotiation capability across the global team which has enabled us to realise greater results from our negotiations. The most striking change is how our teams now negotiate. Whereas before the supplier always seemed to have the upper hand, now we have the upper hand – suppliers just don’t know what to do or where we are heading next – it puts us in control of the process and individuals.”

Head of Purchasing – International High Tech Industrial Group

More Testimonials

What would you like to find out about?

POSITIVE PURCHASING LAUNCHES RED SHEET ONLINE V4.0

CEO Jonathan O’Brien speaking at Supply Chain Outlook 2018

3-Day Red Sheet Negotiation Public Course – Farnborough, UK

Build confidence in negotiation outcomes, boost business results

Good Negotiators are made, not born

How Red Sheet Works

Red Sheet is built on an innovative methodology which combines extensive tactical, psychological and practical elements.
This approach employs a range of theoretical components, including:

Choose the Red Sheet solution that’s right for you