Confidence in negotiation outcomes and a winning performance every time

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1 Confidence in negotiation outcomes and a winning performance every time

2 Foreword from Jonathan O Brien 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. 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 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 strengthen relationships, establish shared how to adapt key behaviours, Red Sheet 2 benefits and explore ways of adding value delivers a complete range of tools, tactics Effective though it is, the process is not the Jonathan O Brien: 3 through cooperative working to create real and tips to help negotiators skilfully navigate whole story. Negotiators must fundamentally value for all parties. through the unpredictable waters towards a understand who they are, how they should Award-winning author successful outcome. behave and how to be able to spot the hidden of Negotiation for Having worked with purchasing and sales messages in what is (and isn t) said, all the Purchasing Professionals professionals across four continents, I have while recognizing the subtleties of body no doubt that some people are innately good language whilst managing their own. Red Developed Red Sheet at negotiating. However, it is equally true that Sheet helps practitioners develop and refine to be the world-leading good negotiators can be trained what s this kind of advanced capability across all negotiation tool it is today more, with practice and the right support, forms of communication. they can become truly outstanding. Red Sheet has transformed the way our teams approach negotiations with suppliers and the results are clear to see 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. 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. Leading global practitioner with over 26 years experience Andy McMinn, CPO, NHS Jonathan O Brien

3 What is Red Sheet? 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 4 remotely to plan and deliver consistently successful 5 negotiation outcomes. Great insight on what to look for in your opponent and how to be more prepared in future situations

4 The Red Sheet Advantage Red Sheet is a powerful planning tool that enables you to stay in control and consistently delivers: 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 6 7 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.

5 Red Sheet Explained Red Sheet Explained 1. Background: Outcome-based planning Develop a negotiation plan to deliver required outcomes and provide for any longer term relationship. 6. Power: Who s got it? Assess the balance of power and determine actions to rebalance or project more power. 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. 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. 8, 9 & 10. 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 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. 14 & 15. 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.

6 Red Sheet Training Programmes Negotiation Training Courses Good negotiators are made, not born 1-Day Negotiation Awareness (Red Sheet Lite) 3-Day Level 1 Advanced Red Sheet Negotiation Open to see how Red Sheet can transform your negotiatons 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. 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. 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 Our interactive training courses and workshops provide you with the skills and expertise to handle a variety of negotiation 3-Day Level 2 Advanced Red Sheet scenarios using a trusted repertoire of tactics and approaches. (Red Sheet Lite) Developed and honed over the past 10 years, Red Sheet Negotiation & NLP Next Stage training courses deliver an uplift in capability and confidence, Covers essential negotiation planning, tactics and irrespective of industry, corporate culture or nationality. techniques plus spoken and body language Positioned for those already trained in Red Sheet Extensive practical training Specialist course to take negotiation development to the 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 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 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.

7 Red Sheet Online 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 musthave for negotiators at any stage of their career, providing ondemand confidence, support and best practice guidance to ensure continued success. 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. Your annual subscription to the Red Sheet Online Negotiation tactics library A definitive complete negotiation planning resource includes: collection of tactics to help steer negotiations towards desired outcomes 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 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

8 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. 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 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

9 Red Sheet Unit 1 and 2 Mills Bakery Royal William Yard Plymouth, Devon UK, PL1 3GE +44 (0) (0)

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