Negotiation

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 are renowned leaders in driving negotiation excellence within procurement, powered by a winning program of negotiation SaaS digital platforms, training and tools. Our step-by-step Red Sheet® methodology has long since helped purchasing practitioners to plan and enter a negotiation with the best chance of success. That is why companies all over the world choose Red Sheet as the way they negotiate and choose Red Sheet training to equip and enable their procurement teams. And now you can also choose Ruby – the Guided Negotiation Plan Creator® – an intelligent tool to plan and help execute winning negotiations.

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MAKE RED SHEET HOW YOU NEGOTIATE

Red Sheet is a step-by-step process and powerful tool to plan and execute negotiations and achieve better outcomes. The Red Sheet family has a planning tool for every negotiation scenario and negotiator of any ability.

This powerful range of tools and techniques, combined with our world-renowned Red Sheet negotiation training or powerful Red Sheet negotiation platforms, can create exceptional negotiators and secure outstanding results.

THE RED SHEET DIFFERENCE

THE RED SHEET PLANNING TOOLS

These tools form the basis of our entire negotiation program and range of learning options to suit different types of negotiation and negotiators at all levels.

They feature checks to guide you through the negotiation stages and allow global teams to collaborate around a single plan.

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RED SHEET

The ultimate Red Sheet – collaborative, comprehensive negotiation planning tool for high-value, complex or team-based negotiations.

Format – Available digitally with intelligent workflow as part of Red Sheet Online, or as the traditional physical planning tool.

Capability – Range of individual or team based advanced and advanced+ negotiation training options, with extensive practical and roleplay sessions available.

Deployment – Individual, team or enterprise-wide solutions.

red sheet negotiation lite

RED SHEET LITE

For day-to-day, individual or small team professional negotiations. Highly effective negotiation planning tool for routine negotiations, with the essential pre-planning steps to deliver great outcomes.

Format – Available digitally with intelligent workflow as part of Red Sheet Online, or as the traditional physical planning tool.

Capability – Range of individual or team-based intermediate and advanced negotiation training options with practical and roleplay sessions available.

Deployment – Individual, team or enterprise-wide solutions.

red sheet negotiation nano

RED SHEET NANO

For simple or individual negotiations – straightforward and highly effective negotiation planning tool for those starting out, or for individual and everyday low value/low complexity negotiations.

Format – Available digitally with intelligent workflow as part of Red Sheet Online, or as the traditional physical planning tool.

Capability – Range of individual or team-based introduction negotiation training options with some practical sessions available.

Deployment – Individual, team or enterprise-wide solutions.

Choose the solution that's right for you

The Red Sheet Negotiation program combines extensive tactical, psychological and practical elements to provide you and your organization with a complete blended solution for developing the skills and confidence to realize outstanding results in any negotiation situation.

Training Courses

We offer high-impact courses for individuals and procurement teams. These courses can be delivered online as a series of instructor-led workshops, in a classroom setting, or as blended learning solutions. Our trainers are renowned experts in the field, with personal experience gained from practicing procurement for large organizations around the world.

Public Course - Online | Negotiation

Red Sheet – Advanced – Online Public Course – April & May 2024

CPD Certified
IFPSM Accredited

This online advanced course, scheduled for 23-24, 30 April and 1, 7-8 May 2024, offers the theory and tactics to enable outstanding negotiation results. View Course

Training Course | Negotiation

Negotiation – Red Sheet Lite

CPD Certified

This training course is based on our Red Sheet Lite process and includes essential negotiation planning, together with extensive practical training including a full role play. View Course

Training Course | Negotiation

Negotiation – Introduction Red Sheet Nano

CPD Certified

This course provides an introduction to negotiation planning with practical training. Includes a simple team-based role play. View Course

Training Course | Negotiation

Negotiation – Intensive Red Sheet

CPD Certified

This course is based around the Red Sheet tool and includes most of the content found on the Advanced course, but with a shorter role play negotiation. View Course

Training Course | Negotiation

Negotiation – Advanced Red Sheet

CPD Certified
IFPSM Accredited

Our most popular negotiation course, this Red Sheet advanced training is for anyone who is serious about negotiation. View Course

Training Course | Negotiation

Negotiation – Advanced+ Red Sheet

This course applies Neuro-Linguistic Programming (NLP) practice to provide ‘next stage’ advanced training for those already proficient in Red Sheet®. View Course

what our customers say about us

Trainers

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Quality of materials provided

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Course Overall

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“I really enjoyed this course – the encouragement of active participation during the workshops helps you digest the information and reinforce the teachings more thoroughly”.

Red Sheet negotiation course delegate – Global industrial engineering organization

“Excellent training to empower procurement to drive better negotiations, less stress and sustainable outcomes! You will significantly improve your planning and negotiation results”.

Red Sheet negotiation course delegate – Chemicals and Sustainable technologies company

“This course was excellent, fun and engaging on all levels. Throughout the workshops, active learning was encouraged through sharing real-life examples, role plays, and active participation from the whole group”.

Red Sheet negotiation course delegate – Chemicals and Sustainable technologies company

NEGOTIATION ASSESSMENT TO BASELINE NEGOTIATION CAPABILITY AND SHAPE SKILLS DEVELOPMENT

COMPETENCY ASSESSMENT

Our negotiation competency assessment measures key skills and core negotiation capability of individuals or team-wide. Using our 15-point best practice negotiation competency framework we examine each of the areas that define great negotiation and determine the gaps against the individual targets we set with you. Using this baseline we build a tailored learning and development program to uplift negotiation capability precisely where needed.

Negotiation competency assessment is available as an online self-assessment, or through the more powerful, fully managed interview-based program with the option of customization for your organization.

PSYCHOMETRIC ASSESSMENT

Determine your negotionality® – your current and required ‘negotiation personality’ and how to modify key behaviours, using our online psychometric assessment.

Developed by a leading psychologist around the Red Sheet methodology, the negotiation psychometric assessment is a powerful tool to assess who you are and your personality traits relevant to negotiation. It will also uncover the specific behaviour shifts required to maximize outcomes for different types of negotiation and when negotiating across cultures.

Once the proven question-based assessment has been completed online, users receive a report with their individual negotiation personality profile, along with recommended behaviour modifiers for different types of negotiation. The profile data can be entered directly into our Red Sheet planning tools, and when this is done team-wide, the assessment really sets them up for success.

Coaching

When focused around the specific needs of your organization or individuals, negotiation coaching can make a dramatic difference to negotiated outcomes, whilst building organization-wide knowledge and capability.

Ideally delivered following a Red Sheet training program, we offer a range of coaching options to help you develop your negotiation strategy and plan that will get the results you need.

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Coaching program for individuals

A series of focused one-on-one coaching workshops to support preparation for a specific negotiation or to build general capability. This program is specific to an individual and tailored to their individual needs. Typically delivered as a series of 2-hour web meetings.

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Coaching program for teams

A series of small team coaching workshops focused on building advanced capability for Red Sheet application and helping teams realize specific organizational goals and outcomes. Typically delivered as a series of live, online, instructor-led sessions or face-to-face workshops.

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Negotiation Preparation Coaching

Coaching to prepare individuals or teams for a specific negotiation. A series of planning workshops using the Red Sheet methodology to prepare for and if required, help deliver, key negotiations. Typically delivered as a series of live, online, instructor-led sessions or face-to-face workshops.

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Senior team negotiation coaching and consultancy

Support for the senior team to deploy Red Sheet across an organization and realize the potential it can bring. We help embed the methodology and drive in application, whilst ensuring good process rigor and knowledge sharing. Includes help for senior teams to measure the effectiveness of negotiation outcomes and drive an effective organization-wide strategy for negotiation capability, process and approach

RUBY

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THE GUIDED NEGOTIATION PLAN CREATOR®

Powered by the leading Red Sheet® negotiation methodology, Ruby intelligently guides you towards creating winning negotiation strategies. With a management dashboard and collaboration features built in, Ruby enables teams dispersed around the globe to work together to create effective negotiation plans. You can download and share your plans anytime, anywhere, ensuring your team is fully prepared to secure the best outcomes. Ruby turns good deals into great deals.

UPGRADE TO RUBY WITH LEARNING

Get exclusive access to 100 winning tactics and techniques, and bitesize learning modules to help you learn how to decode body language and spot the signals in speech patterns. Learn how to adapt your approach for international negotiations using our interactive Culture Map and get on-demand access to a library of digital training modules plus video guides and resources to help you along the way.

DISCOVER RUBY

Course Catalogue

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

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Get in Touch

If you’d like to discuss how our training, platform and package options could work for your organization, please click below or call us on +44 33 00 94 0000.

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