Red Sheet Lite

This negotiation training course is based on the Red Sheet® Lite process and includes essential negotiation planning with extensive practical training, including a full role play. It provides winning approaches for everyday professional 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. It 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 course culminates 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 will be able to:

  • Describe and determine what types of negotiation to use
  • 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 successful outcomes

Who should attend

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

Course Content

Introduction to negotiation

  • 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 Lite
  • Engaging stakeholders

Concession strategy and maximizing power

  • Building a concession strategy
  • Power balance and how to influence it

Planning and managing the negotiation event

  • Planning the negotiation event
  • Managing the negotiation event
  • Winning tactics for all stages of negotiation
  • Body language – how to read your opponent, how not to give the game away

Winning tactics and practical exercise

  • Winning tactics and techniques
  • Team role play and feedback

What You Will Get

This training is delivered by highly experienced negotiation experts and can be delivered either live online as a series of workshops, as a 2-day classroom event, or a combination of the two, 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 Lite workbook
  • A Red Sheet Lite deskpad
  • A negotiator’s guide to all popular tactics and techniques
  • A certificate for all delegates who complete the course
  • A 3-month subscription to Red Sheet Online (online courses only)
  • A copy of the book Negotiation for Procurement Professionals by Jonathan O’Brien (optional extra)

Booking

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.

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