Red Sheet – Advanced – Online Public Course – June & July 2024

Cost: £2,399 + VAT pp*
Date: 24-25 June, 1-2 and 15-16 July 2024
Venue: Delivered online as a series of 6 x 3.5 hour workshops

If the above dates don’t work for you, we can keep you informed of future dates for this course – click here to get in touch.

Our most popular negotiation course, Red Sheet Advanced, helps prepare and equip delegates with the theory, tactics and practical experience of negotiation to enable outstanding results. It provides winning approaches for negotiation planning and helps those who attend, build the confidence and capability to take on any negotiation. 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. Included is a module on personality, with the option of a full psychometric assessment to evaluate individual negotiation style as well as a module on negotiation across cultural boundaries. Negotiation tactics and techniques are covered in-depth as well as body language and verbal language.

Delivered as a series of live, instructor-led, online workshops, during these highly interactive sessions delegates get to witness first-hand some of the winning approaches and even try putting some into practice. The program culminates in a full, team-based role play negotiation, via web conference, which is recorded and supplied to delegates after the workshop.

This course is CPD certified, meaning the learning activity has reached the required Continuing Professional Development standards and benchmarks for integrity and quality. It also holds the IFPSM: Programme Accreditation Standard (PAS) and counts as credit towards the Positive Purchasing Master Practitioner in Strategic Procurement programme.

Learning objectives

By the end of this course delegates will 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

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, your objectives and type of relationship required
  • Planning the negotiation event using Red Sheet
  • Engaging stakeholders to support a negotiation
  • Tactics to open and explore

Culture and personality – how to adapt the negotiation approach

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

Power in negotiation

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

Planning for a winning outcome

  • Building a concession strategy
  • Planning the negotiation event
  • Managing the negotiation event
  • Tactics to bargain and deal
  • Dirty tactics and countermeasures

Body and verbal language

  • 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

Negotiation role play

  • 2 x team negotiations (video recorded and supplied to delegates post workshop)
  • Team negotiation feedback
  • Post-negotiation reviews and lessons learned

What You Will Get

This high-impact, online training course will be delivered by a leading negotiation expert.

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
  • Copies of all case studies and group work exercises
  • An MP4 video of their negotiation role play
  • A copy of the book,Negotiation for Procurement and Supply Chain Professionals, by Jonathan O’Brien
  • A certificate for all delegates who complete the course
  • A 3-month online subscription to Red Sheet learning materials

*Note: Terms and Conditions apply, click here to view.




Course Catalogue

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


Get in Touch

If you’d like to discuss how our training, platform and package options could work for your organization, please click below or call us on +44 33 00 94 0000.

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