Negotiation – Intensive Red Sheet

This intensive negotiation training course is based around the Red Sheet and includes most of the content found on the advanced course but with a shorter 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. Delegates explore in depth all aspects of negotiation, negotiation planning and body language, as well as 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 course culminates in a simple team-based role play with immediate feedback.

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 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 successful outcomes
  • Conduct a post-negotiation review

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 negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet
  • Engaging stakeholders

Adapting for culture and personality

  • Negotiating across cultures
  • Negotiator personality and adapting behaviour for the negotiation
  • Assessing the other party

Maximizing power and using game theory

  • Power balance and how to influence it
  • Using game theory to structure the negotiation approach

Building a concession strategy, planning and managing the event

  • Building a concession strategy
  • Planning the negotiation event
  • Managing the negotiation event

Body language and winning tactics and techniques

  • Winning tactics for all stages of negotiation
  • Body language – how to read your opponent, how not to give the game away
  • Negotiating remotely for success

Team role play and feedback

  • Team roleplay
  • Post-negotiation reviews and lessons learned

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 workbook
  • A starter supply of Red Sheet posters
  • A country-by-country culture guide
  • 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 online)
  • 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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