5 min read
6 Costly Negotiation Leverage Mistakes Procurement Teams Must Avoid
To the untrained eye, leverage can appear fickle—one moment it’s there, and the next, it’s gone.
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6 min read
Negotiation Leverage: How To Get It And Use It Wisely
Your supplier doesn’t hold all the cards.
5 min read
Anchoring Bias Examples in Sales and Procurement Negotiations
Ever felt boxed into a number at the start of a negotiation, and couldn’t escape it?
5 min read
What Is Anchoring Bias? Negotiation’s Most Misunderstood Mental Shortcut
One number can shape an entire negotiation.
8 min read
How To Lead Internal Negotiations That Actually Work
Some of the most critical, high-stakes negotiations you’ll ever face won’t involve external clients or vendors. They’ll happen across the conference...
6 min read
5 Planning Power Mistakes That Undermine Negotiation Success
You can lose deals well before you ever start conversations.
6 min read
The Importance of Strategic Planning: Your Secret Power At The Table
What’s the difference between negotiators who control the conversation and those who get cornered?
8 min read
Buying Motives: Why Knowledge of The Other Party Gives You An Edge
What separates the sales professionals who close from those who only follow up? One major factor is this: top performers don’t just pitch...
7 min read
The Power of Silence in Negotiations: Why Saying Less Can Achieve More
What if the most powerful negotiation tactic isn't what you say—but what you don’t?
6 min read
6 Personal Power Pitfalls That Undermine Even the Best Negotiators
What if the most powerful negotiator in the room isn’t the one with the biggest title—but the one with the clearest voice?
7 min read
How To Harness Your Personal Power in Any Negotiation
Think power in negotiation is all about titles, authority, or who controls the budget? Think again.
6 min read
Procurement Negotiation Skills Training: The Principles for High-Impact Results
Procurement teams have a lot on their plates.
6 min read
The 5 Most Common Mistakes Negotiators Make with Organizational Power
Yeah, “names” matter.
7 min read
Organizational Power: What It Is And Why Negotiators Use It
When most negotiators prepare for a high-stakes discussion, they focus on personal qualities and tactics—questions to ask, offers to make,...
6 min read
BATNA In Negotiation: Why There's A Better Way
If you're still clinging to BATNA in negotiation as your fallback plan, it’s time to upgrade your strategy.
4 min read
25% Off 2025 Workshops with Chad Mulligan | Confident Negotiator Podcast #13
In this episode of The Confident Negotiator Podcast, RED BEAR Founder and CEO Chad Mulligan shares exciting news about our upcoming 2025 promotion,...
9 min read
Cost Avoidance vs Cost Savings: What Procurement Leaders Need to Know
Procurement’s role has shifted.
9 min read
The 9 Most Common Mistakes Negotiators Make with Informational Power
An often underappreciated negotiation lever?
6 min read
How Informational Power Shapes Negotiation Success
In negotiations, information isn’t just helpful—it’s power.
5 min read
Negotiate Like One Team: The Case For Internal Alignment
A stunning 90% of B2B buyers say the buying experience is just as important as the product or service itself.
5 min read
7 Situational Power Mistakes Even Savvy Professionals Make
Ask any seasoned negotiator, and they’ll tell you: the most surprising moments don’t come from tough terms or aggressive tactics—they come from...
6 min read
Understanding Situational Power (And How You Can Use It to Win)
Power in negotiation is often misunderstood.
2 min read
RED BEAR Named a 2025 Top Sales Training Company by Selling Power
When sales leaders talk about building high-performing teams, they usually focus on pipeline, process, and product.
11 min read
The 4 Communication Styles That Shape Every Negotiation
Negotiation isn’t just about facts, figures, or tactics—it’s about how people communicate under pressure. The words we choose, our body language, and...
6 min read
What Is Negotiation Power? (And How You Can Use It Effectively)
Two negotiators walk into the same high-stakes meeting.
6 min read
Apple Manufacturing In India: What This Means For Procurement
Apple’s latest manufacturing pivot to India is more than a headline—it marks a critical shift for procurement and sourcing professionals who’ve been...
5 min read
4 Types of Conflict Negotiators Need To Be Prepared For
Let’s get real: Negotiation isn’t about avoiding conflict—it’s about knowing how to use it.
4 min read
AI Negotiation: How You Should Use This Tool At The Table
Artificial intelligence (AI) is reshaping the negotiation process at an unprecedented pace.
6 min read
Important Strategies for Crisis Negotiations
The best negotiators know how to apply their skills in any situation—especially in a crisis.
5 min read
The Real Reasons Your Pricing Power Is Fading (And What to Do)
Pricing power isn’t what it used to be.
6 min read
Tips For Asking The Right Questions in a Negotiation
Asking the right questions is a game-changer in any negotiation.
7 min read
Psychology of Persuasion: How To Use Your Power At The Negotiation Table
Most people think of negotiation as a battle of words or a contest of wills. In reality, it’s a complex dance of human behavior, psychology, and...
5 min read
5 Guidelines For Dealing With Price Pressure
We’ve all been there.
5 min read
Proactive Disruption Management Strategies CPOs Need Today
Procurement leaders in 2025 are never further than a stone’s throw away from major disruptors.
9 min read
Modern Sales Negotiation Skills Every Pro Should Know
Yes, sales reps have to sell.
10 min read
Procurement Performance Metrics: The Numbers Leaders Should Care About
Numbers.
4 min read
5 Negotiation Strategies For Effective Cost Management
When looking at the economy right now, things are tough.
7 min read
How New Tariff Policies Will Impact Negotiators
Tariffs are shaking up the business world, and negotiators are feeling the heat.
4 min read
New Research: Cost Management Remains Top Global Priority
The number one thing on executives' minds right now?
4 min read
How To Improve Internal Negotiations With Framing
No matter the industry, location, or role, internal negotiations shape organizational direction and overall outcomes.
4 min read
The Value of Making Concessions In Negotiation
Effective negotiation requires a strategic balance of give and take if you want to achieve a successful outcome for two or more parties.
17 min read
The Ultimate Guide to Sales Negotiation Training
How The Sales Process Has Changed
14 min read
The RED BEAR Difference with Brandon Wilson | Confident Negotiator Podcast #14
In this episode of The Confident Negotiator Podcast, RED BEAR’s Director of Client Engagement, Brandon Wilson, joins host Rob Cox for a deep dive...
5 min read
Mastering Anchoring in Negotiation: How to Set High Expectations and Win
It's our role as negotiators to help the other party see our case at its highest value possible, anchoring their perceptions to our ideal price or...
9 min read
The Ultimate Guide to Cross-Cultural Negotiations
Cross-cultural negotiations are rife with challenges as diverse groups come together to reach a mutually beneficial agreement. Because of this,...
4 min read
5 Ways AI Can Help You Prepare for a Negotiation
When it comes to negotiation, it pays to be prepared. Neglecting planning is a common mistake that novice negotiators make when gearing up for...
5 min read
Concede According to Plan to Conquer Negotiations
A strong concessions strategy can be the key to unlocking additional value in a negotiation. How can this be? If we consider concessions only as the...
5 min read
Mastering Contract Renegotiation for Procurement Professionals
There is no doubt that the procurement landscape is ever-evolving. From market volatility and supply chain disruptions to supplier changes and...
14 min read
6 Most Common Negotiation Mistakes (And How to Avoid Them)
At RED BEAR Negotiation, we've spent over a decade training sales and procurement professionals to become world-class negotiators, equipping them...
5 min read
Maximizing Sales with Non-Monetary Service Value
Here is an all too common sales scenario: a client is price-sensitive, and several competitors offer a similar product at a lower price.
7 min read
Asking Better Questions in Negotiations with Deborah Reynolds | Confident Negotiator Podcast #11
In this episode of The Confident Negotiator Podcast, we sit down with RED BEAR Senior Consultant Deborah Reynolds to discuss the importance ofasking...
5 min read
The Power of Body Language in Sales Negotiations
Excessive blinking, a furrowed brow, crossed arms, and forced smiles are all examples of negative body language.
12 min read
Making Demands and Setting High Targets with Erhan Imamoglu | Confident Negotiator Podcast #10
In this episode of The Confident Negotiator Podcast, we are joined by Erhan Imamoglu, a RED BEAR Senior Instructor based in Istanbul with over 20...
3 min read
RED BEAR Insights: 3 Ways to Combat the Demise of Customer Service
Supply chain snarls, rising prices, a challenging economy… and bad customer service? Procurement professionals have to deal with a lot these days.
7 min read
Cultural Nuances in Negotiations with Alfredo Lago | Confident Negotiator Podcast #9
In this episode of The Confident Negotiator Podcast, we’re excited to have Alfredo Lago, a Brazil-based RED BEAR Senior Facilitator, join us. With...
6 min read
8 Signs Your Team Is Overpromising and Underdelivering
It’s an all-too-common scenario: your team enters into the concession part of a negotiation with a list of promises that don’t match reality. While...
9 min read
The RED BEAR Negotiation Model with Andreas Buergi | Confident Negotiator Podcast #8
In this episode of The Confident Negotiator Podcast, we're joined by Andreas Buergi, a Switzerland-based seasoned RED BEAR international faculty...
4 min read
Building Long-Term Relationships in Sales Negotiations
Sales negotiations can often feel like a high-stakes game where the immediate objective is to close the deal. However, successful negotiators know...
5 min read
The Power of Positive Framing: Highlighting Gains Over Losses
Positive framing is as much art as it is practical. To get it right, you need to not only understand your own value and strength but also the power...
3 min read
RED BEAR Insights: The Key to Attracting and Retaining Top Procurement Professionals
Over the last few years, procurement professionals have grown used to a growing number of challenges like supply chain disruption, inflation, and...
3 min read
Maintaining Momentum in Sales Negotiations
In sales, the ability to maintain momentum and stay engaged with prospective customers can be the difference between closing a deal and watching it...
4 min read
RED BEAR Insights: Navigating Peak Season Pressures
Peak season is prime time for procurement professionals. During this time, supply chains face added stresses as businesses ramp up their operations...
2 min read
Unleashing the Power of World-Class Negotiation: An Overview of RED BEAR
How advanced is your negotiation process? Do your negotiators have world-class negotiation skills? Does your approach to negotiation protect your...
4 min read
How to Prepare for a Negotiation
Successful negotiations are rarely the result of chance or innate talent. They are, more often than not, the product of meticulous preparation and...
5 min read
Summer Must-Reads: The Top 10 Most Popular Blogs of 2024 (So Far)
As the summer heats up, don’t let your sales and procurement negotiation training melt away. Now is the perfect time to sharpen your skills with some...
3 min read
Procurement Negotiation Best Practices
Effective procurement negotiations are crucial for achieving cost savings and fostering strong supplier relationships. However, procurement...
3 min read
Integrity and Ethical Considerations in Sales Negotiations
Negotiation is an essential part of the sales process. It's the dance between understanding a customer's needs and presenting the value your product...
3 min read
The Role of Empathy in Negotiation
Negotiation is a fundamental skill for sales and procurement professionals. It's the art of finding common ground, bridging gaps, and reaching...
10 min read
Mastering Tension In Negotiations With Eric Imrie | Confident Negotiator Podcast #7
In this episode of The Confident Negotiator Podcast, host Rob Cox welcomes RED BEAR Senior Instructor Eric Imrie for an in-depth discussion on...
3 min read
Navigating Cultural Differences in Global Negotiations
As new technologies have streamlined our ability to do business globally from the comfort of our offices, negotiating across cultures has become a...
3 min read
Negotiating with Confidence and Assertiveness
Confidence and assertiveness are key factors in negotiation outcomes. They empower negotiators — especially in sales and procurement — to communicate...
3 min read
RED BEAR Negotiation’s Top 4 Takeaways from ISM World 2024
Last week, RED BEAR was on the ground at ISM World 2024 in Las Vegas for the Institute for Supply Management’s annual event. RED BEAR Senior...
12 min read
Social Selling With Corporate Bro | Confident Negotiator Podcast #6
In this episode of The Confident Negotiator Podcast, host Rob Cox welcomes Ross Pomerantz, widely recognized as Corporate Bro, for a candid...
3 min read
Common Sales Negotiation Mistakes to Avoid
Negotiation skills are pivotal to the sales process. It's not just about closing a deal — it's about creating mutually beneficial agreements that...
3 min read
Negotiation Skills for Handling Difficult Personalities
Whether in sales, procurement, or any other field involving negotiating, you've likely encountered a few formidable adversaries—difficult...
4 min read
The Psychology of Negotiation: Building Win-Win Relationships
Negotiation is an integral part of any sales process, and the psychology behind it can make or break a deal. At RED BEAR, we understand that...
6 min read
ISM World 2024 Session Preview | Confident Negotiator Podcast #5
In the latest episode of The Confident Negotiator Podcast, host Rob Cox speaks with RED BEAR Senior Instructor, Shawn Malone. Shawn, who has a rich...
11 min read
RED BEAR's Core Values | Confident Negotiator Podcast #4
In this episode of The Confident Negotiator Podcast, host Rob Cox and RED BEAR's Founder and CEO Chad Mulligan discuss the foundational pillars that...
3 min read
Strategies for Mastering Virtual Negotiations
Mastering virtual negotiation skills has become increasingly important in our post-2020 world. As globalization and remote work have been normalized,...
3 min read
RED BEAR Insights: The New Negotiation Toolbox
The global supply chain challenges that were brought into focus in 2020 are still prevalent today. Those difficulties continue to emphasize the...
3 min read
Measuring the ROI of Negotiation Training
Whether your sales team is closing a high-stakes deal or your procurement team is securing favorable purchasing terms, the ability to negotiate can...
4 min read
Negotiation Courses in the Digital Age: Online and In-Person Training Workshops
Digital transformation. It’s more than a buzzword; it’s a matter of staying relevant and agile in a shifting tech-savvy market.
4 min read
Procurement Negotiations: Why Your Team Needs Effective Training
What does it take to find success in procurement negotiations?
2 min read
Video: The RED BEAR Negotiation Model
Negotiation skills are some of the most important tools in a salesperson’s toolbox. Despite their best efforts, many sellers make the same mistakes...
7 min read
Expert Take On 2024 Negotiation Trends | Confident Negotiator Podcast #3
In this episode of The Confident Negotiator, host Rob Cox and RED BEAR's Director of Client Engagement, Brandon Wilson, dissect invaluable insights...
4 min read
2024 State of Negotiation Trends: Insights on the Year Ahead
What will 2024 have in store for negotiation professionals? Here at RED BEAR, our mission is to not only provide individuals with the skills,...
4 min read
From Basics to Mastery: The RED BEAR Negotiation Customer Journey
Here at RED BEAR, our mission is to empower individuals to become world-class negotiators. Our negotiation methodology is built on the fundamental...
25 min read
ISM's Timothy Fiore Discusses The January 2024 Manufacturing PMI | Confident Negotiator Podcast #2
In the latest episode of the Confident Negotiator Podcast, host Rob Cox is joined by Tim Fiore, the Chair of the Institute for Supply Management's...
7 min read
Free Negotiation Assessment Tool | Confident Negotiator Podcast #1
In this premiere episode of The Confident Negotiator podcast, join Rob Cox (RED BEAR's Chief Marketing Officer) and Brandon Wilson (RED BEAR's...
3 min read
Unveiling the Organizational Negotiation Assessment: Are You a World-Class Negotiator?
Negotiation is an invaluable skill set that offers value no matter the industry, size of business, or environment.
4 min read
Negotiating with Procurement Professionals: Models for Success
What does it take to succeed when negotiating with procurement professionals? It’s not enough to leverage the same individuals on your team with the...
4 min read
Procurement Negotiation Strategies for Win-Win Outcomes
When it comes to procurement negotiation strategies, you’ll find that every training company and procurement team has its own take on what success...
2 min read
Client Testimonial: The Conservation Fund
In this testimonial video, Larry Selzer, CEO and President of The Conservation Fund, shares his insights on the transformative impact of RED BEAR's...
3 min read
Effective Solutions for Procurement Negotiation Challenges
Procurement professionals have seen some significant hurdles in the last few years. Rising inflation rates, a common challenge affecting virtually...
4 min read
Negotiation Training for Transformation: Prioritizing 2024 Learning Initiatives
The business landscape changes, markets shift, and world events evolve. One key to staying agile and competitive in this environment is to approach...
5 min read
Top 10 Most Read RED BEAR Articles of 2023
As 2023 comes to a close, it’s time to look back on the year and reflect.
1 min read
The Confident Negotiator Podcast Trailer
RED BEAR Negotiation is thrilled to announce the launch of its brand-new podcast, "The Confident Negotiator," set to debut in early 2024. This new...
16 min read
Improving Profitability: The Ultimate Guide to Procurement Negotiation Training
Past, Present, and Future of Negotiation for Procurement Statistics and Trends The Onset of the Manufacturing Supercycle Negotiation Challenges...
4 min read
Building Resilient Supplier Relationships for Peak Season Procurement Challenges
Peak season is a big deal in the world of procurement. It’s when businesses shift into top gear, working around the clock to deliver to customers and...
1 min read
A Letter of Gratitude: Thank You for Being a Part of our Decade of Excellence
From Chad Mulligan, RED BEAR Negotiation Founder & CEO: On this Thanksgiving holiday, RED BEAR has an additional reason to be grateful: our 10-year...
5 min read
The Role of Gratitude in Cross-Cultural Negotiation
To succeed in cross-cultural negotiations, negotiators pull not only from their expertise in navigating these tense discussions but also from their...
4 min read
How to Build Trust in Negotiations with Gratitude
What does it take to succeed in negotiations? Does it mean getting the best price? Securing the best possible deal?
4 min read
Gratitude in Negotiation: Not Just Good Manners, but Smart Strategy
Gratitude is much more than sharing niceties — especially when used in a professional setting.
5 min read
How Gratitude Enhances Your Negotiation Power: A RED BEAR Guide
Gratitude: it’s one of RED BEAR’s Core Values. But it’s more than a cornerstone of how we do business; it’s an essential element of our negotiation...
8 min read
The Real Value of Sales Negotiation Training Courses
When it comes to mastering sales negotiation, the right employee training matters.
5 min read
Sales Negotiation Skills to Maximize Outcomes
The right negotiation skills will get you much more than the best price. In fact, if negotiators focus solely on the transactional aspect of the...
5 min read
10 Reasons to Celebrate RED BEAR’s 10th Anniversary
This December marks a significant milestone for RED BEAR: our tenth anniversary.
5 min read
The New Landscape of Sales Negotiation
These last few years have laid the foundation for a new era in sales negotiation.
5 min read
4 Effective Sales Negotiation Strategies
Even in today’s fast-paced world of sales, the timeless art of sales negotiation remains an irreplaceable asset.
9 min read
How Sales Leaders Can Drive Profitable Agreements
Looking to grow but not at any cost?
5 min read
Why You Should Start Planning Your Sales Kick-Off (SKO) Today
The dawn of the new year or quarter means fresh targets, renewed objectives, and a reinvigorated sales drive. For sales professionals, this period...
4 min read
The Six Sources of Power in Negotiation and Their Real-world Applications
Power is a critical part of any negotiation, and understanding the power dynamic between you and the other party can lead the discussion toward more...
5 min read
AI’s Rising Role in Business: Why Negotiators Remain Irreplaceable
There is no denying the power that AI and related technologies bring to the table. But, with any revolution comes disruption.
4 min read
Sales Strategies for Delivering Maximum Value: Advice from RED BEAR Experts
Unless you’ve lived under a rock these last few years, you’re likely well aware of the uncertain economic environment sales professionals need to...
7 min read
Making the Right Choice: How to Create a Negotiation Training RFP
In the corporate world, a Request for Proposal (RFP) serves as a vital tool to solicit proposals from various service providers.
4 min read
RED BEAR Insights: Tackling Procurement Challenges in 2023
Even with some of the COVID-related disruptions starting to appear in the rearview mirror, procurement professionals still struggle with the same...
5 min read
RED BEAR Insights: Planning for a Possible Manufacturing Supercycle
Whether it’s strained supply chains throttling operations or geopolitical pressures from across the globe halting business, these last few years have...
4 min read
Cross-Cultural Negotiation: Building Agility and Awareness
Building agile and adaptable cross-cultural negotiation processes is becoming a mission-critical task for any business working with people from other...
5 min read
Tackling MedTech Trends Through Effective Negotiation
The MedTech industry is in a unique position in 2023. While the global medical devices market share is expected to grow from $512 billion in 2022 to...
5 min read
Soaring Through Turbulence: Top Aerospace Industry Trends and the Essential Role of Negotiation
The aerospace industry has always carried a reputation for innovation and progress.
3 min read
Battling Inflation with Procurement Negotiation Training
Due to inflation, the purchasing power of the U.S. dollar declined around 7.4% between 2021 and 2022. This unprecedented economic environment is...
5 min read
Understanding CPG Trends and the Power of Negotiation
There’s no mistaking the unique environment facing CPG professionals in 2023.
5 min read
The Pulse of Telecom 2023: Harnessing Negotiation to Navigate Industry Trends
As the world becomes more interconnected, it’s the telecommunications industry that is driving advancements in the communications technology that...
4 min read
RED BEAR Insights: 5 Big Takeaways from ISM World 2023
RED BEAR Negotiation Training was on the ground at the ISM World Annual Conference last week.
3 min read
RED BEAR Insights: Mastering Procurement Negotiations for Supply Chain Resilience in 2023
A recent study showed that around 82% of supply chain leaders agreed that supply chain challenges would worsen or stay the same over the next year.
5 min read
Fueling Growth: Harnessing Negotiation Skills to Adapt to Energy Sector Trends
These last few years have marked a particularly tumultuous time for the energy industry.
3 min read
Adapting to Change: Manufacturing Industry Trends Shaping the Negotiation Landscape
In March of 2023, the Manufacturing Purchasing Managers Index (PMI) fell 4.7%, marking a fourth month of contraction after a 30-month period of...
5 min read
Strategic Negotiation In the Age of Disruption: Helping Tech Companies Embrace Trends and Manage Pain Points
The technology sector has always carried a reputation for disruption — and volatility.
4 min read
Navigating Cultural Differences: Recent Trends and Challenges in Cross-Cultural Negotiation
Organizations have needed to navigate strained relationships, inflexible shipping constraints, and a heightened geopolitical environment in the...
5 min read
Investing in Your Team: The Benefits of Training Your Employees
In today’s modern workplace, companies need to stay ahead of trends in employee engagement, retention, and recruitment to hire and keep the best...
5 min read
How To Build A Negotiation Process (And Get It Right Every Time)
Yes, you need essential negotiation skills to get your desired outcome.
4 min read
RED BEAR: The Global Leader in Negotiation Training
Negotiations are an everyday reality in almost every industry. Whether it's procurement for a Fortune 500 company or sales at a high-growth startup,...
5 min read
Sales Negotiation Methods That Can Close the Deal
The high-tension environment of a sales negotiation is nothing to fear. Becoming familiar with the tension and learning to navigate it tactfully is...
4 min read
B2B Sales in Economic Uncertainty: How to Solve for This Year's Biggest Sales Challenges
A lack of confidence undermines negotiations. This is true in any economy, but especially true when sales leaders and reps are operating in uncertain...
4 min read
2023 Procurement Trends (and the Skills Your Team Needs to Succeed)
Sustainability imperatives, cost reduction efforts, supply chain disruptions: there’s an endless list of issues that impact procurement.
3 min read
B2B Buyer Behavior Has Changed and it Is Shifting Dynamics at the Negotiation Table
Negotiation is all about nuance. It’s about what is said and not said. About decoding ideas, needs, and requirements to reach consensus.
4 min read
Now’s the Time to Double Down: The Forecast for Sales and Procurement in 2023
It’s a brand new year. A year for which experts have the following projections:
18 min read
A Complete Guide to Negotiation: Principles, Behaviors, and Tips for a Successful Strategy
Negotiation is the foundation to business discourse. Everything is a give and take. Productive negotiations actually form strong relationships, help...
12 min read
10 Costly Procurement Negotiation Mistakes
Successful negotiations with suppliers have never been more critical. With every penny saved going directly to your bottom line, you need highly...
14 min read
Top 10 Sales Negotiation Mistakes and How to Avoid Them
Everyone makes occasional negotiation mistakes. Recognizing any miscalculations and learning how to avoid them is the key to future success. With...
4 min read
Negotiating War: The Conflict Between Russia and Ukraine
The evolving conflict involving the Russian and Ukrainian governments presents an interesting negotiation case study.
14 min read
Choosing the Right Negotiation Training Program
In today's highly competitive business world, negotiation skills are critical for any businessperson. Companies need to ensure the entire...
5 min read
The 5 Negotiation Behaviors You Need to Master
One of the first steps to becoming a master negotiator is to learn 5 key negotiation behaviors and how they work within the 3D Negotiation Model to...
2 min read
Finding Win-Wins by Placing Needs Over Wants
The Principle of Placing Needs Over Wants will help negotiators uncover and address the other party’s underlying concerns, issues, and motivations...
2 min read
Do You Know The Full Range And Strength Of Your Power?
Knowledge, as they say, is power. And when you’re at the table negotiating with suppliers or a potential customer, this is truer than ever. That...
3 min read
How to Master Your Negotiations by Managing Information
Do you often feel that even after you’ve said everything there is to say in a negotiation, the other party still doesn’t truly see the value in your...
3 min read
Stop Selling Yourself Short: Setting High Aspirations
Do you often feel your negotiations leave value on the table? If so, you’re not alone.
2 min read
Position Your Case to Influence Value in Negotiation
RED BEAR’s 6 Principles of Negotiation are used by high performers to negotiate more profitable agreements. These guidelines provide the skills and...
3 min read
How to Maintain Mutual Esteem in Teams
If you’re reading this, you likely work in a demanding environment that requires a lot from you personally and from your team. Inevitably, these...
2 min read
How The Best Team Leads Foster Team Creativity
As automation sweeps across the business world, professionals need to ask themselves: what value can a human offer, that can’t be replicated by a...
5 min read
Why Price-Only Negotiations Hurt Long-Term Supplier Relationships
When it comes to negotiating prices in the purchasing process, negotiators often fall into one of two camps: those who seek common ground through...
4 min read
Negotiation Tactics and Tough Situations: How to React to Tactics
The main goal of using negotiation tactics by a customer is to fundamentally alter the negotiation in the customer’s favor. Negotiation tactics are...
2 min read
Tension is the Key to a Successful Negotiation
As humans, we’re naturally averse to dwelling within a state of tension — it’s uncomfortable, it makes us feel vulnerable, and it often leads to...
3 min read
How to Maximize Information Flow in Your Team
The best way to avoid gridlock in internal negotiations is to maximize information flow. The free exchange of ideas and opinions are often the...
2 min read
How To Get More From Every Negotiation Meeting
A negotiation is a gestalt process: a series of events that, when taken together, lead to an outcome greater than the sum of its parts. That’s why...
3 min read
How to Use Price Pressure Skills to Defend Your Price
You spent hours doing prep work, researching your potential customer, and getting ready for your meeting. You envision your perfect closing scenario...
2 min read
Why Traditional Supplier Negotiation No Longer Works
No business is an island – especially in a world of global supplier networks and transnational partnerships. What’s more, companies are increasingly...
2 min read
5 (More) Guidelines For Dealing With Price Pressure
In a previous blog post, we offered five guidelines to navigate the often slippery slopes of customer price pressure in a negotiation. But in the...
3 min read
4 Ways You’re Sabotaging the Long-Term Success of Your Negotiations
The secret to effective negotiation is simple: agree on the right price. Easy, right?
2 min read
How to ensure mutual understanding in a negotiation
There’s an old Buddhist story involving a group of blind men who encounter an elephant on their travels. Each attempts to describe the creature to...
2 min read
Getting to the Heart of the Matter: Draw Out Skills
When tension increases, our automatic reflex tends to be to talk more and listen less. Tension makes us uneasy, and when we feel uneasy, we lose...
2 min read
How To Manage Information Skillfully In Any Negotiation
The world’s best negotiators understand that managing information skillfully is critical. When you’re sitting across the table in any negotiation,...
3 min read
Change your Negotiation Habits
Every year people all around the world resolve to become better people. They look to build new habits or break old ones. Some pick up a hobby. Others...
2 min read
How good is Virtual Instructor-Led Training, anyway?
It’s been over a year since RED BEAR launched our Virtual Instructor-Led Training workshops. Originally developed to address increasing client demand...
3 min read
3 Relationship-Building Negotiation Behaviors
In order to be successful in business, it is important to establish healthy relationships with players in and around your industry. When negotiating...
4 min read
12 Powerful Framing Dialogues: Know What to Say, Close More Deals
Whether you’re heading into a negotiation, preparing for an important conversation, or tackling a creative endeavor, you’re going to need to utilize...
2 min read
Using the Power of Negotiable
One of the most important principles of sales negotiation is to satisfy needs over wants, and negotiables serve as one of the primary levers to do so.
3 min read
The Contention Meter: Your Guide to Better Negotiations
What comes to your mind when you hear the word “contention”?
5 min read
How To Build Trust In A Negotiation
Negotiators often walk into the bargaining table with a mix of optimism and caution.
2 min read
Does It Ever Pay To Lie In A Negotiation?
In any negotiation, information is an incredibly valuable commodity. (After all, Managing Information Skillfully is one of our 6 Principles of...
3 min read
The right way to deal with a customer’s negotiation tactics
Any sales negotiator is likely to meet with a variety of negotiation tactics and styles throughout their career. There’s the hardball negotiator who...
3 min read
5 Concession Guidelines to Keep Deal Momentum on Your Side
Every negotiation is going to involve one or more concessions. However, there’s more to conceding than simply giving the other party what they want....
3 min read
What is Virtual Instructor-Led Training, Anyway?
In case you are unfamiliar with the term Virtual Instructor-Led Training or are unsure as to what distinguishes VILT within the broad category of...
3 min read
Close More Deals by Positioning the Sales Process
The most important aspect of negotiation is often not about the product or service, but about the sales process itself. This is why you must develop...
3 min read
4 Costly Sales Negotiation Mistakes, 1 Simple Tool
Hopefully, you’re not guilty of the negotiation mistakes mentioned in this blog. But, chances are good that you’ve probably committed a few of these...
4 min read
Principles of Negotiation Used by Expert Negotiators
If you’re wondering, “How do I improve my negotiation skills?”; this article will introduce the six principles of negotiation and outline the...
2 min read
3 Steps To Succeed In Cross-Cultural Negotiation
Modern technology has made it easier than ever before to communicate with people on the other side of the planet. And in addition to the social...
2 min read
The Collaborative Dimension of Effective Negotiation
There’s an old Aesop tale that tells the story of the wind and the sun arguing about which was more powerful. Seeing a traveling man walking down the...
4 min read
The 5 Negotiation Concession Patterns: Learning to Give Just the Right Amount
Concessions are an inevitable part of every negotiation. However, moving a negotiation to a satisfactory close is almost always going to require a...
2 min read
The Secret To Keeping Team Members Engaged
There’s little worse than stepping into a team meeting that’s dull, uninspired, and unproductive. No one really wants to be there, few – if any – new...
2 min read
The 5 Types Of Negotiation Behavior
To succeed in any negotiation environment, a negotiator needs to be able to adjust their approach according to the situation. Much like a soldier on...
2 min read
Navigating The Competitive Dimension of Negotiation
Most negotiation analogies involve some kind of sport or strategic game, such as boxing, poker, chess, basketball — you name it. This is because most...
4 min read
Lessons from Magic Tricks to Beat Tricky Negotiation Tactics
Humans have been fascinated with magic for a long time, and the psychology of it is pretty interesting. On one hand, we love magic tricks because...
5 min read
The Art Of Framing In Successful Negotiation
A skilled negotiator is a visual artist. That's because effective negotiation entails constructing a favorable perspective of the world, and then...
3 min read
6 Ways to Master Effective Demand Statements Like a Pro
Demand statements are powerful strings of dialogue that can either cut like a well-maintained samurai sword or a dull razor depending on your...
3 min read
How To Satisfy Needs Over Wants For Negotiation Success
We’ve chatted a fair bit about the ins and outs of negotiation skills on the RED BEAR blog, but let’s quickly take a lesson from a different...
3 min read
Tension: Creating Positivity and Creativity from Discomfort
You’ve likely heard that pressure makes diamonds, and in much the same way, tension makes creative solutions.
2 min read
The 6 Sources Of Power In Any Negotiation
Power can mean very different things to different people. To a dictator, for instance, it means having absolute control over the lives of their...
2 min read
How To Position Your Case For Negotiation Success
When you enter into any kind of negotiation – be it a sales negotiation, a salary discussion, or even asking someone out on a date – how easy it is...
3 min read
Stop Making These 2 Common Mistakes When Sharing Information in Negotiations
Everyone wants to make a good impression. In some instances, we go as far as to put on a carefully curated positive version of themselves.
2 min read
The 3 Dimensions Of Every Sales Negotiation
“If you are curious, you’ll find puzzles all around you. If you are determined, you will solve them.” — Erno Rubik
3 min read
Anchoring 101: How To Shape Perception In A Negotiation
It’s anniversary night and you’re trying to decide on the perfect place to eat. Since it’s a special occasion you’re willing to pay a bit extra, but...
2 min read
Power Up Your Negotiations by Knowing Your Power
Does it feel as if your negotiations are missing a little bit of that secret sauce that magically moves things into your favor? Well, you might be...
2 min read
6 Guidelines To Concede Effectively In A Negotiation
Making concessions is a key part of any negotiation. After all, it’s the difference between artfully exchanging value in a way that encourages a...
3 min read
Why Setting High Aspirations is Vital for Any Negotiation
Negotiation is a lot like a game of poker, in that it often rides on how well you know the person sitting across from you: their tells, their style...
3 min read
The 6 Principles of Successful Negotiation
When a person enters into a negotiation, they can either wing it – ultimately leaving its outcome to fate – or they can arrive with a clearly defined...