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


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.

Click here to book your place on our upcoming 3-Day Red Sheet Negotiation open course, taking place in Windsor UK on 24-26 March 2020.


Our negotiation program uses our renowned Red Sheet planning tool

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.

Our selection of Red Sheet versions provides a range of process options tailored to different types of negotiation. The Red Sheet is a 15-step planning approach designed for high-value, complex or team-based negotiations. Our 6-step Red Sheet Lite version is based on the original process, but adapted to suit less complex, day-to-day negotiations, and the Red Sheet Nano is perfect to support simple or individual negotiations.

Red Sheet Online

Our pioneering digital negotiation platform, Red Sheet Online, is a comprehensive suite of resources for anyone engaged in professional negotiation. It brings together everything needed for individuals, teams or organizations to enhance their negotiation capability and to secure winning outcomes from every deal.

Red Sheet Online includes a digital app version of each of the Red Sheet, Red Sheet Lite and Red Sheet Nano tools – the step-by-step processes that serve as the focal point for planning and executing a negotiation event of any type or complexity. But it provides so much more besides. Through Red Sheet Online, you’ll find our latest high-quality video tuition and e-learning modules – for interactive digital learning whenever you need it. There’s also a wealth of tools, including templates, quick reference guides, country-by-country cultural guides and a library of 100 negotiation tactics and techniques.

More Information

Toolkits and Resources

Training Courses

Our in-house training provides high-impact, inspirational learning for your purchasing or procurement team. Positive Purchasing’s trainers are renowned experts in their field, with personal experience gained from practising procurement for big-brand companies around the world.


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…

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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.

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Course Catalogue

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