Build confidence in negotiation outcomes, boost business results

Good negotiators are made, not born. Although some people possess a natural instinct for negotiation, it can be a difficult and daunting task. Approaching a procurement negotiation with thorough planning and effective tactics can significantly boost the outcome.

Positive Purchasing provides a winning program of negotiation training and tools. We apply our step-by-step Red Sheet® process to help purchasing practitioners to enter a negotiation with the best chance of a success. This knowledge and theory has been proven to work for companies around the world. Delivered through our high-impact training courses, it can help transform the way you negotiate.

The Program


Our negotiation program uses our renowned
Red Sheet planning tool.

The Red Sheet approach provides a detailed, step-by-step planning process for any negotiation scenario. It provides expert tactics to boost confidence and keep you in control of your negotiation. The result is greater individual performance, an enhanced negotiation process and better team-based collaboration.

Learning Methods

Our Red Sheet® training courses provide face-to-face tuition from our negotiation experts. These provide an opportunity for delegates to gain the skills and confidence needed to become outstanding negotiators, with expert feedback and interactive roleplays. Training can be delivered in-house almost anywhere in the world or can be accessed in our scheduled open course dates. In addition to our standard negotiation training, we can create customized courses specifically for your organization.

Our training is supported with extensive Red Sheet® toolkits and learning materials. This includes the Red Sheet family of planning tools and the Red Sheet poster, a physical focal point for negotiation planning, which allows your team to work in steps towards a winning result in a specific negotiation.

Serving as a supplement – or a potential alternative – to training, Red Sheet Online offers a wealth of resources that can accessed any time, from anywhere. This constitutes a complete negotiation support system. It includes an electronic version of the Red Sheet, Red Sheet Lite and Red Sheet Nano tools, a catalogue of tactics and techniques, and remote learning via our latest high-quality video tuition modules. Red Sheet Online is also optionally available as a module in our Procleus® Strategic Procurement Academy or as part of a Corporate Academy customized for your organization.

Whether you’re seeking to become a competent or expert negotiator, develop skills to support your specialist expertise or adopt a collaborative approach, we can equip you to meet the challenge ahead. Standard tools in different formats are combined to create complete Toolkits which can be purchased as one of our ready-made Packages.

Each of our packages can be supplemented by an optional online Psychometric Assessment to profile your negotiation personality. Your data can be entered directly into the Red Sheet planning tool, enabling negotiators to identify where behaviour modification may help to achieve a better outcome in any negotiation situation.

You also have an option to reinforce your course learning with our book, Negotiation for Procurement Professionals. Written by Positive Purchasing CEO Jonathan O’Brien, this comprehensive guide provides a firm foundation for purchasing practitioners to plan and execute successful negotiations using proven theory and high-impact tactics. The book is available from our online store.

We also offer negotiation coaching to help individuals and teams prepare and even execute important negotiations and help transfer skills around using the Red Sheet and embed learning in day-to-day practices.

Training Courses

High-impact workshops for your team at your venue

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Combining training courses with supporting resources

The Red Sheet methodology has been proven over more than a decade across multiple business sectors and in public and private sector organizations of all sizes worldwide. Red Sheet Online is ideal for inclusion in any organizational Learning & Development Program where modules can be assigned to named users as part of a CPD (Continuing Professional Development)…

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Depending on the general complexity of the negotiation events undertaken by your functional or stakeholder teams, our activity-based classroom training will help develop the core skills or advanced capability required to deliver immediate business results. This collaborative approach enables teams to build confidence in their negotiation outcomes in a safe environment whilst accelerating a smooth…

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Good negotiators are made, not born. Although some have a natural instinct for negotiation, most of us can find it difficult and even scary. Negotiation is a skill that demands the knowledge and application of effective negotiation theory and the use of the right tactics and techniques to deliver the best possible outcomes. Whether you’re…

View Package

Get in Touch

If you’d like to discuss how our training, online course and package options could work for your organisation, 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.