Confidence in negotiation outcomes and a winning performance every time

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Confidence

in negotiation

outcomes

and a winning

performance

every time

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www.redsheetnegotiation.com www.redsheetnegotiation.com

Effective though it is, the process is not the whole story. Negotiators must fundamentally understand who they are, how they should behave and how to be able to spot the hidden messages in what is (and isn’t) said, all the while recognizing the subtleties of body language whilst managing their own. Red Sheet helps practitioners develop and refine this kind of advanced capability across all forms of communication.

Lastly, Red Sheet builds confidence. Teams that I have trained consistently tell me that the outcomes that they have achieved have actually surprised them. I think that says it all. Let’s talk about how we can use Red Sheet to transform your negotiations.

Jonathan O’Brien

Jonathan O’Brien:

• Award-winning author of Negotiation for Purchasing Professionals • Developed Red Sheet to be the world-leading negotiation tool it is today • Leading global

practitioner with over 26 years’ experience Deals frequently focus on price, and perhaps

factors such as specification and delivery deadlines, and are approached as one-off events. Sometimes we just need to be really good at striking a great deal, yet often we need more.

Outcomes encompass all of the important

elements of a deal and much more besides. Sometimes negotiations must build or strengthen relationships, establish shared benefits and explore ways of adding value through cooperative working to create real value for all parties.

Having worked with purchasing and sales professionals across four continents, I have no doubt that some people are innately good at negotiating. However, it is equally true that good negotiators can be trained – what’s more, with practice and the right support, they can become truly outstanding.

It is through this insight that the Red Sheet Negotiation Tool was born.

Whether negotiating alone or as part of a team, Red Sheet is the essential

step-by-step process that guides negotiators to define their outcome then construct a winning strategy and detailed plan to achieve it. Having helped negotiators better evaluate their personality and consequently know how to adapt key behaviours, Red Sheet delivers a complete range of tools, tactics and tips to help negotiators skilfully navigate through the unpredictable waters towards a successful outcome.

Foreword from Jonathan O’Brien

Throughout my 25 year career as a procurement professional,

I’ve learnt that whilst good negotiators get the deal they want,

great negotiators get the outcome they set out to achieve.

“ Red Sheet has transformed

the way our teams approach

negotiations with suppliers and

the results are clear to see”

Andy McMinn, CPO, NHS

It’s a bold statement, but Red Sheet always works.

Its step-by-step process guides, prompts and checks

that negotiators think of every aspect before they enter

the negotiation. The proven approach ensures that whole

teams are aligned and fully equipped, to skilfully avoid

unintentionally giving away an advantage or missing

an opportunity to gain extra value. In short, Red Sheet

ensures that money is never, ever, left on the table.

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Whether you are a seasoned

negotiator or are about to

undertake your first

engagement, the Red Sheet

approach can transform your

negotiation outcomes.

Recently celebrating its 10th anniversary, Red Sheet was the first approach of its kind to incorporate game theory. Originally created for the purchasing community, Red Sheet has now evolved to be highly effective in all negotiation situations. Red Sheet is now the tool of choice across all functions for companies all over the world.

A Red Sheet for every

negotiation

Utilizing its logical 15-step process, the full Red Sheet Negotiation Tool will lead you through the process of building your target outcome, evaluating your opposition, maximizing your assets, managing your concession strategy, creating a plan and aligning your team to guide you to a winning outcome. Alternatively, for low complexity, day-to-day negotiations, there is a Red Sheet Lite version based on the same principles as the full Red Sheet.

Combining personality, process and a repertoire of winning negotiation tactics, the Red Sheet philosophy has been adopted by tens of thousands of sales professionals, purchasing professionals and negotiators across the globe. Red Sheet allows teams to work together – in person or remotely – to plan and deliver consistently successful negotiation outcomes.

What is Red Sheet?

“ Great insight on what to look

for in your opponent and how

to be more prepared in

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The Red Sheet Advantage

• A step-by-step formula for building strategic negotiation plans

• Team alignment on a plan and a detailed target negotiation outcome • An approach to assess and manage the balance of power

• A range of tools and tactics to keep you in the driving seat

• Techniques to read your opponent’s position whilst hiding yours

• A concession strategy to stay in control of trades and counters • Ways of assessing the truth of spoken and body language

• An ability to negotiate across cultures • Winning ways to be effective in all situations

• A post-event action plan to ensure that what’s agreed actually happens

Delivering better outcomes

as a team or individually

The Red Sheet Negotiation Tool is proven to deliver better negotiation results in any situation.

Whether you negotiate alone, lead a team or are working remotely towards a group negotiation, the Red Sheet approach helps reach your desired outcome.

Red Sheet is a powerful planning tool that enables you

to stay in control and consistently delivers:

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1. Background: Outcome-based planning

Develop a negotiation plan to deliver required outcomes and provide for any longer term relationship.

2. Stakeholders: Get everybody aboard

Mapping and action-planning to ensure needs and expectations across the business are met, whilst enabling involvement and support from key individuals.

3 & 11.

Culture & Culture plan:

Full cultural assessment and planning

Develop a robust approach to determine specific cultural indicators to help build rapport and ensure differences don’t lead to a fail.

4. Negotionality: Match personality

to the negotiation

Map the personality traits of your team and match the required personality for a given negotiation. Determine ‘negotionality’ for each member and any behavioural changes needed.

5. This Negotiation: Assess their team

Crucial intelligence to understand your opponent, the types of individuals you’ll be working with and how to modify your approach.

6. Power: Who’s got it?

Assess the balance of power and determine actions to rebalance or project more power.

7. Game: Changing the game

Whilst most negotiators play the game of ‘chicken’, Red Sheet allows negotiators to understand the game and therefore change it to one that is more beneficial.

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Our Requirements, Concession Strategy Vs Their

Requirements: Build a winning concession strategy

Determine the individual points to be negotiated and develop a concession strategy to stay in control of trades and counters.

12. Preparation: Planning for success

Work through detailed planning steps to prepare for a negotiation including: aligning stakeholders; communication messages; arrangements for the event; room layout; and even scripting the opening statement.

13. Event Timetable: Deploy the right tactics

Detailed event planning to keep the negotiation on track no matter how stormy things get.

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Post-Event Actions, Outcomes & Learning: After the event

The negotiation doesn’t end when parties walk out of the room; what was agreed needs to be implemented, with outcomes and learnings captured to help next time.

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Open to see

how Red

Sheet can

transform your

negotiatons

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www.redsheetnegotiation.com www.redsheetnegotiation.com www.redsheetnegotiation.com

Red Sheet Training Programmes

Negotiation Training Courses

Good negotiators

are made, not born

Chosen by leading organizations around the world, Red Sheet negotiation training is proven to create confidence in negotiation capability and ensure a winning performance every time.

Whilst most companies will have their star negotiators, Red Sheet allows progressively better outcomes to be achieved by all of those responsible for any significant negotiation. Our interactive training courses and workshops provide you with the skills and expertise to handle a variety of negotiation scenarios using a trusted repertoire of tactics and approaches. Developed and honed over the past 10 years, Red Sheet training courses deliver an uplift in capability and confidence, irrespective of industry, corporate culture or nationality.

Suitable for sales teams, procurement teams and internal negotiators, courses can be tailored for a specific function or delivered to a mixed group to maximize cross-functional sharing and interaction.

Red Sheet training workshops are available worldwide and cover all aspects of the negotiation process to best prepare you for live negotiations. These include: theory, planning, cultural variances, body language, game theory, personalities, video role-play plus tactics and advanced Neuro-Linguistic Programming (NLP) techniques. A psychometric testing option can also be added.

1-Day Negotiation Awareness

(Red Sheet Lite)

• Great introduction to professional negotiation for beginners • Uses key aspects of Red Sheet Lite

• Introduces basics of negotiation planning, tactics and techniques

• Includes practical training to build confidence and capability to negotiate with ease

2-Day Intermediate Negotiation

(Red Sheet Lite)

• Covers essential negotiation planning, tactics and techniques plus spoken and body language • Extensive practical training

• Full video role-play and analysis

• Provides winning approaches for low complexity day-to-day negotiations

2-Day Intermediate Negotiation

(Full Red Sheet)

• Utilizes the full Red Sheet methodology

• Provides the confidence to take on moderate to advanced negotiations

• Features in-depth exploration of the negotiation process including: planning, tactics, techniques, game theory, body and spoken language, personalities, culture and power

3-Day Level 1 Advanced

Red Sheet Negotiation

• Our most-attended negotiation course

• Equips delegates with theory, tactics and practical experience to deliver truly outstanding results

• Ensures money is never left on the table and a winning outcome time-after-time

• Extensive role-play and analysis to ensure skills learnt become second nature

3-Day Level 2 Advanced Red Sheet

Negotiation & NLP ‘Next Stage’

• Positioned for those already trained in Red Sheet • Specialist course to take negotiation development to the next level with exceptional practical skills

• Combines practical activities with Neuro-Linguistic Programming (NLP) principles

• Enables great results against even the most seasoned negotiators

Custom Courses

Alternatively, we can develop a Red Sheet negotiation course for your business with the right mix of theory and practical elements to match your team’s experience and what you want to achieve.

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Red Sheet Online

Red Sheet Online is a complete e-resource to help you plan

and conduct any negotiation, regardless of its value or the

size of your team. Subscription to Red Sheet Online is a

must-have for negotiators at any stage of their career, providing

on-demand confidence, support and best practice guidance to

ensure continued success.

Your annual subscription to the Red Sheet Online complete negotiation planning resource includes:

• Negotiation resources – Downloadable reference guides, templates and examples for each step in the 15-part Red Sheet process • Video tuition modules – On-demand training and support for each aspect of negotiation planning

• e-Red Sheets and online negotiation planning – Enabling you to use an electronic Red Sheet to collaborate with peers around the world for your next negotiation

• Negotiation tactics library – A definitive collection of tactics to help steer negotiations towards desired outcomes

• Culture guides – Essential country-by-country culture guides to help you match your negotiation to the culture in question

• Body and spoken language module – Insight to read your opponent’s position and avoid giving the game away

• Negotiation e-learning – Access to high-quality negotiation learning when you want it without the travel

• Future Red Sheet updates and additions

Red Sheet Licensing Options

We offer corporate licensing options plus

customization and bespoke options including: • The Red Sheet tool branded and adapted for your business

• Electronic Red Sheets licensed for use across your business

• Supporting materials and training modules for upload to company and e-learning platforms

We can customize or create a bespoke Red Sheet

solution to meet any negotiation challenge, so please contact us to discuss your requirements.

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Bespoke Red Sheet Coaching and Mentoring

Red Sheet in Numbers

When you face a difficult negotiation, our bespoke Red Sheet

coaching delivers expert, objective support to give you the

confidence to plan for the task ahead. Through face-to-face or

remote coaching, we deliver focused, post-training support to

develop and guide you through your negotiation plan.

The best outcomes come with practice, so our highly-skilled

negotiation coaches will help you and your team role-play each

and every scenario, providing insightful feedback to ensure

you achieve the best possible outcomes.

Get the book

Developed for

the procurement

community, Negotiation

for Purchasing

Professionals provides

a practical guide to

negotiation based on

the trusted Red Sheet

methodology.

For our full range of Red Sheet supplies including the full Red Sheet and Red Sheet Lite, please head to our website at www.redsheetnegotiation.com

10 years of transforming

negotiations around the world

6,800 negotiators trained

145 different nationalities

represented in 36 countries

5 regional partners delivering

training worldwide through 65

accredited trainers

217 global companies make

Red Sheet the way they

negotiate

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Red Sheet

Unit 1 and 2 Mills Bakery Royal William Yard Plymouth, Devon UK, PL1 3GE +44 (0)800 298 2989 +44 (0)1752 827 969 [email protected] www.redsheetnegotiation.com