Negotiation Training

Red Sheet® negotiation training delivers high impact negotiation capability for sales, procurement, business and project managers - and anyone who needs to negotiate professionally, such as HR, finance and marketing teams. We can also provide a program of advanced specialist training to kidnap and ransom, government or diplomatic personnel. The Red Sheet approach builds confidence in achieving required negotiation outcomes and has been proven to boost the effectiveness of negotiators dramatically.

Our flexible learning and development solutions can be supplied as stand-alone options within one of our Red Sheet Packages or as part of a managed organization-wide negotiation capability transformation program.

In-House Training

Modular and customizable to match your specific requirements, our Red Sheet training courses have been carefully designed to maximize the learning experience. Using an inspirational, activity-based approach, our skilled education teams draw upon their own negotiation practitioner expertise and real-world case studies to link the classroom training to the issues currently faced by our clients.

Our blended learning combines a mixture of lecture styles, facilitated debate and use of group work which can include video role play (with link to review performance post-event) to create a highly dynamic and engaging experience. Incorporating solid tuition in the Red Sheet or Red Sheet Lite negotiation planning process and tools equips delegates with the core skills required to deliver immediate business results while driving in a common language and approach that will enable your team to stay in control and deliver a winning performance time after time.

Red Sheet negotiation training is available in almost every country globally, with local language options in certain countries. Courses can also be adapted for local cultures and ways of working.

Open Courses

Our Red Sheet open courses follow a standard format. Ideally suited to individuals seeking a negotiation capability uplift, or being incorporated as part of a personal development plan, these highly interactive events present delegates with a dynamic environment in which to share experiences whilst learning how to apply best practice tools and techniques.

Contact us to express your interest or view our latest scheduled open courses.

Negotiation Coaching

We can help put Red Sheet into action in your organization by delivering the focused, post-training coaching that is essential to ensure you achieve your required outcomes for any significant or critical negotiation. Working together with your negotiation team, we combine coaching with ‘just-in-time education’ around the application of the Red Sheet methodology to help you prepare for your negotiation.

Our experienced coaches will help you develop a full negotiation plan, achieve full alignment by all who will be involved and support the negotiation. We will enable your team to anticipate potential responses from your opponent, as well as role play the event itself, to craft and practice the winning approach.

eLearning

Learn key aspects of negotiation online without the travel using our range of online training courses. Develop and manage your own personal training plan at a pace that suits you, or assign a series of modules for your team to complete as part of a continuous professional development or capability transformation program.

Available as part of a subscription to Red Sheet Online, our media rich negotiation eLearning library contains the latest high quality video tuition modules and interactive ePodules for an immersive, blended learning experience to meet real-time organizational needs.

Training Courses

Negotiation - 1-Day Red Sheet Lite Introduction

This 1-day introductory level negotiation training course is based around the Red Sheet® Lite and includes an introduction to the basics of negotiation planning, together with some practical training. It provides an introduction for those who conduct everyday or one-on-one negotiations and helps those who attend begin to build the confidence and capability to negotiate with ease.

Based around the Red Sheet Lite negotiation tool, this introductory level course takes delegates through the fundamentals of negotiation. The course includes developing business requirements and linking them to the negotiation in order to develop a simple concession strategy.

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 as well as body language. The day includes some simple role-play exercises so delegates get to put what they have learned into practice in a safe environment. This introductory 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 should be able to:

  • Describe different types of negotiation
  • 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?

The introductory course is suitable for anyone who wants to be highly effective at negotiation including:

  • Purchasing professionals
  • Sales professionals
  • Project managers
  • Those negotiating internally (e.g. HR)
  • Security experts (kidnap and ransom)
  • Mergers and acquisition
  • Governments and diplomats
  • Anyone who negotiates

This introductory level course is available either with a specific focus (e.g. buyer, seller or security focus) for dedicated teams or can be delivered to a mixed audience.

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20), each of whom will receive:

  • A full colour Red Sheet Lite workbook
  • A starter supply of Red Sheet Lite Deskpads
  • A negotiator’s guide to all popular tactics, techniques and body language
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Course contents

Modules on the 1-day introductory course include:

  • The theory of negotiation
  • Matching your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet Lite
  • Developing negotiation requirements
  • Building a concession strategy
  • Power balance and how to influence it
  • Introduction to tactics
  • Videos from leading negotiators

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Negotiation - 2-Day Red Sheet Lite

This 2-day negotiation training course is based around Red Sheet® Lite and includes essential negotiation planning, together with extensive practical training including a full video role-play. It provides winning approaches for everyday 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.

This course 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 two days culminate 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 should be able to:

  • Describe different types of negotiation
  • 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 outcomes

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20), each of whom will receive:

  • A full colour Red Sheet Lite workbook
  • A starter supply of Red Sheet Lite Deskpads
  • A negotiator’s guide to all popular tactics, techniques and body language
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Who should attend?

The course is suitable for anyone who wants to be highly effective at negotiation including:

  • Purchasing professionals
  • Sales professionals
  • Project managers
  • Those negotiating internally (e.g. HR, Marketing)
  • Security experts (kidnap and ransom)
  • Mergers and acquisition
  • Governments and diplomats

The course is available either with a specific focus (e.g. buyer, seller or security focus) for dedicated teams or can be delivered to a mixed audience.

Course content

Modules on the 2-day Lite course include:

  • The theory 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
  • Building a concession strategy
  • Power balance and how to influence it
  • Planning the negotiation event
  • Managing the negotiation event
  • Some winning tactics and techniques for all stages of negotiation
  • Body language – how to read your opponent, how not to give the game away
  • Use of spoken language to influence outcomes
  • Videos from leading negotiators
  • Team role play

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Negotiation - 2-Day Red Sheet Intensive

This 2-day intensive negotiation training course is based around the Red Sheet® and includes most of the content found on the three day course but with a basic 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 negotiations.

The course includes video examples of negotiation and interviews with leading negotiators. Over the two days, delegates explore in depth all aspects of negotiation, negotiation planning, body language and 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 two days culminate in a simple team-based role-play with immediate feedback.

Learning objectives

By the end of this course delegates should 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 behavior
  • 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 outcomes
  • Conduct a post-negotiation review

Who should attend?

The intensive course is suitable for anyone who wants to be highly effective at negotiation including:

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

The intensive course is available either with a specific focus (e.g. buyer, seller or security focus) for dedicated teams or can be delivered to a mixed audience.

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20), each of whom will receive:

  • A full colour Red Sheet workbook
  • A starter supply of Red Sheets
  • A country by country culture guide
  • A negotiator’s guide to 100 popular tactics and techniques
  • Body language workbook

Course content

Modules on the 2-day course include:

  • The theory of negotiation
  • Matching your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using the Red Sheet
  • Engaging stakeholders
  • Negotiating across cultures
  • Negotiator personality and adapting behavior for the negotiation
  • Assessing the other party
  • Power balance and how to influence it
  • Using game theory to structure the negotiation approach
  • Building a concession strategy
  • Planning the negotiation event
  • Managing the negotiation event
  • Some winning tactics for all stages of negotiation
  • Body language – how to read your opponent, how not to give the game away
  • Videos from leading negotiators
  • Team role play
  • Post-negotiation reviews and lessons learned

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Negotiation - 3-Day Red Sheet

Our most popular negotiation course, the 3-day Red Sheet negotiation training helps prepare and equip delegates with the theory, tactics and practical experience of negotiation that enable outstanding results. It provides winning approaches for negotiation planning and helps those who attend to build the confidence and capability to take on any negotiation. Over the three days, delegates explore in depth all aspects of negotiation and negotiation planning.

This course will help ensure you can control how much money to leave on the table – if any. 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.

This course includes a module on personality with the option of a full psychometric assessment to evaluate individual negotiation style as well as a module on negotiation cross-cultural boundaries. Negotiation tactics and techniques are covered in depth 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 three days culminate in a full role-play, team-based negotiation that is recorded on video and supplied to delegates in MP4 format via email link after the workshop.

The course is an excellent and inspirational course for anyone who is serious about negotiation.

Learning objectives

By the end of this course delegates should 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 behavior
  • 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

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The recommended group size is 12-16 delegates (max. 20), each of whom 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, techniques and body language
  • An MP4 of their negotiation role-play
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Course content

Modules on the course include:

  • The theory of negotiation
  • Matching your negotiation approach to the situation, objectives and type of relationship required
  • Planning the negotiation event using Red Sheet
  • Engaging stakeholders
  • Negotiating across cultures
  • Negotiator personality and adapting behavior for the negotiation
  • Assessing the other party
  • Negotiating remotely
  • Power balance and how to influence it
  • Using game theory to structure the negotiation approach
  • Building a concession strategy
  • Planning the negotiation event
  • Managing the negotiation event
  • Tactics to open and explore
  • Tactics to bargain
  • Tactics to close the deal
  • Dirty tactics and countermeasures
  • 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
  • Videos from leading negotiators
  • Video role plays: Team negotiation
  • Post-negotiation reviews and lessons learned

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Negotiation - 3-Day Red Sheet NLP Extension

A 3-day ‘next stage’ course for those already trained in Red Sheet®. This specialist course takes learning and developing in negotiation to the next level and equips negotiators with some exceptional practical skills to secure outstanding results.

The course is built around Neuro-Linguistic Programming (NLP) principles and practice and, together with individual and small group practical activities, equips delegates with some very powerful skills designed to secure the outcomes you need without your opponent understanding how you did it.

This course will ensure you realise your full potential for negotiation. It will give you great confidence in your approach and put you in complete control of the event and equip you with some very practical approaches to ensure you don’t leave money on the table in all your future negotiations.

Experienced experts in NLP and negotiation deliver this course and it covers the key aspects of NLP that are relevant for negotiation, building further upon the Red Sheet methodology. Practical one-on-one and small team negotiations build capability, all video recorded and supplied to delegates post event in MP4 format via email link. The course is designed to provide high impact learning and development and for this reason we limit numbers to only small groups of 12 maximum.

The course is an excellent and inspirational course for any skilled negotiator who wants to be outstanding.

Learning objectives

By the end of this course negotiators should be able to:

  • Build rapport with an opponent
  • Identify how an opponent ‘represents their reality’ and how they communicate (and like to be communicated to)
  • Identify what an opponent really wants, not what they say they want, and their personal motivators
  • Identify the negotiation strategy others are using and apply ‘pattern interrupt’ to reset the negotiation process
  • Use effective goal setting to secure desired negotiation outcomes
  • Apply anchoring techniques to get oneself into the optimum state for negotiation and influence others’ state during the negotiation
  • Use non-specific language to understand other people’s positions accurately and influence outcomes
  • Apply a range of specific tactics and techniques to maximize outcomes
  • Plan, structure and lead individual and group negotiations
  • Align a supporting team to ensure they work in concert during the negotiation
  • Use advanced body language techniques to read the opponent and influence them

How it works

We specialize in running in-house training courses at the venue of your choice exclusively for your team. Red Sheet training is available globally in most locations and all our courses can be customized to your specific needs. The maximum group size is 12 for this course. Each delegate will receive:

  • A full colour Extra-Advanced Red Sheet workbook
  • An MP4 of their negotiation role-play
  • A copy of the book ‘Negotiation for Procurement Professionals’ by Jonathan O’Brien (optional extra)

Course content

Modules on the course include:

  • Recap on Red Sheet process and negotiation approach
  • Reflection on negotiation experience so far
  • One-on-one negotiations with facilitators/actors
  • Building rapport – The importance of rapport and how to create and maintain during a negotiation
  • Representation systems – How people represent their reality
  • Communication systems – How people communicate and want to be communicated to
  • Chunking – Negotiating around what people really want not what they think they want; understanding others’ motivations
  • Personal strategies – Identifying the personal strategy of the opponent. Use of ‘pattern interrupt’ to reset the negotiation process
  • Goal setting – Using well formed outcomes to set goals for negotiation outcomes
  • Anchoring – Getting into the optimum state for the negotiation and using anchoring to influence the state of others.
  • Language patterns – Clarifying non-specific language to understand other people’s positions accurately and using non-specific language and metaphors to influence outcomes
  • Advanced body language
  • Making team-based negotiations really work
  • Planning and structuring advanced negotiations
  • Small group role play (video recorded with feedback from leaders)

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All delegates have access to comprehensive reference and supporting materials, including a starter pack of Red Sheet Posters or Deskpads, with options to subscribe to our Red Sheet Online resources, tools, templates and eLearning.



Contact us today to find out more about how we can help you improve your negotiation outcomes.