Introduction Red Sheet Nano

CPD Certified

This introductory negotiation training course is based around the Red Sheet® Nano negotiation planning tool and includes an introduction to the basics of negotiation planning, together with some practical training. It provides an introduction for those who conduct simple or individual negotiations and helps those who attend begin to build the confidence and capability to negotiate with ease. When taken as an online, instructor-led course, this training is CPD accredited.

This awareness-level course takes delegates through the fundamentals of negotiation, including developing a list of negotiables® and determining your negotiation power, and helping you to develop a simple concession strategy
and plan.

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, and includes some simple role play exercises so delegates get to put what they have learned into practice in a safe environment. This awareness-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 will be able to:

  • Describe different types of negotiation
  • Assess what scope there is to negotiate for a given situation
  • 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

  • Procurement professionals
  • Sales professionals
  • Project managers
  • Those negotiating internally (e.g. HR staff)
  • Security experts (kidnap and ransom)
  • Those engaged in mergers and acquisition
  • Government officials and diplomats
  • Anyone who negotiates

Course Content

Introduction to negotiation

  • Introduction to negotiation
  • Determine what type of negotiation we need
  • Assessing what scope we have to negotiate
  • Matching your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet Nano
  • Developing our list of negotiables

Planning for a successful negotiation outcome

  • Determining our MDO/LDO and BATNA
  • Building a concession strategy
  • Determining our negotiation balance and how to influence it
  • Winning tactics and techniques
  • Negotiating remotely
  • Simple role play exercises

What You Will Get

This training is delivered by a highly experienced negotiation expert and can be delivered either live online as a series of workshops or as a 1-day classroom event, exclusively for your company at almost any location worldwide. Different language options are available, and a summary of course evaluations and feedback will be provided after the training.

Delegates will receive:

  • A full colour Red Sheet Nano workbook
  • A starter supply of Red Sheet Nano notepads
  • A negotiator’s guide to popular tactics and techniques
  • A certificate for all delegates who complete the course
  • A copy of the book Negotiation for Procurement Professionals by Jonathan O’Brien (optional extra)


To book this course for your business or to discuss how we can customize the course for your specific needs, please click the link below or call us on +44 33 00 94 0000.

Contact Us

Course Catalogue

To download our Training Course Catalogue, please click the link below.