Our negotiation training builds a personal repertoire of tactics and techniques
For our Advanced and Advanced+ procurement negotiation course, you get personality profiling and new capability around body language, spoken language and culture adaptation.
Our highly practical negotiation training courses range from fundamental skills for junior staff to advanced training for principal negotiators, including video role play.
Choose from procurement negotiation training or specialist training for sales teams that helps get you ‘in the mind of the buyer’. Powered by Ruby, your negotiation co-pilot®, our next generation digital negotiation training courses offer an even more flexible and interactive way to build capability.
Courses are available as classroom training at your location in most countries worldwide, as live, online, instructor-led workshops, or as an elearning pathway on Procleus.
Frequently Asked Questions
Why is negotiation different for procurement people than for sales people?
Our negotiation training is built around the proven Red Sheet methodology – originally designed for procurement teams and now adopted across all functions. What makes our training unique is its focuses on structured negotiation planning: connecting the negotiation to the procurement category (whether buyer or seller), leveraging key procurement tools, and building a repertoire of high-impact tactics and techniques. Unlike others, we take a holistic approach that goes beyond performance on the day, covering end-to-end planning and event management – and creating a framework for governance around negotiation preparedness.
Why do we need negotiation training and what will this give us beyond how we currently negotiate with suppliers?
Suppliers receive, on average, ten times more training than procurement teams. This includes negotiation training. If you want to claim the advantage over your suppliers, you need highly effective, practical training in order to do this. Otherwise, you risk believing you are getting a great deal, but really, you’re leaving money on the table.
How can this training help ensure my stakeholders don’t dilute my power when they engage with the suppliers I am negotiating with?
Within the Red Sheet method, we include tools and approaches for stakeholder engagement to get everyone on board prior to the event, to establish a central message, and ensure an aligned front to the supplier. In addition, we recommend providing all key stakeholders with at least introduction level training to equip them to handle conversations with suppliers that might compromise a negotiation position if not handled right.
Does the training provide me with the methodology, tools and templates to do this in my workplace?
Yes. Our training is built around one of the most proven, world-renowned negotiation methods – the Red Sheet. The family of Red Sheets comprise the full Red Sheet for high-value, complex, group negotiations; Red Sheet Lite for everyday negotiations, and the Red Sheet Nano for simple individual negotiations. Depending which course you book, each course is aligned to one or more Red Sheets.
How can I be sure this training will fit my role?
Our Red Sheet negotiation training is suitable for people at any level and in any role. We offer a range of courses that can be tailored to specific roles or industry practices, ensuring relevance regardless of experience or background.
Is this training only for procurement people or can anyone attend?
No, anyone can attend. The Red Sheet method is suitable for any function and role. We modulate our training delivery in different ways to suit your needs. This might include ‘procurement specific’ training for procurement teams, ‘sales specific training’ for sales teams or a mixed approach with procurement, sales and other functions (which generally tend to be the most powerful in terms of cross-functional sharing).
Are there any entry requirements? Do I need prior knowledge or training before I do this course?
There are no entry requirements or prior knowledge needed. We offer courses aimed at a range of levels and experiences, so anyone can benefit regardless of their role or background.
Do I have to do roleplays and practical exercises?
Yes, and this is a key part of our training and practical learning is where you’ll gain the most insight. Our introductory course includes a range of individual and group negotiation exercises, our intermediate course features a significant group roleplay, and our advanced course includes a two-part group roleplay with feedback and optional video recording. All practical exercises are designed to be encouraging and support personal growth.
Do the practical exercises get video recorded? If so, what do you do with the recordings?
We record the significant group role plays on the virtual, live, online version of our advanced course. This is also available for our advanced classroom training as an optional extra (as we need to ship a full set of cameras and equipment to the location to do this).
Are there any books that I can buy to learn more about negotiation?
Yes. Negotiation for Procurement and Supply Chain Professionals by Jonathan O’Brien provides an in-depth explanation of negotiation and the full Red Sheet methodology. It also includes all the necessary tactics and techniques, body language, spoken language and tips on how to negotiate across cultures.
Will this training change my life?
Yes, and many that have taken a Red Sheet course have told us this. Depending on which course you take, you will not only become a better negotiator, but you will become more self-aware, learn to read body language to your advantage, and understand the hidden meaning in what people say.