Blogs - RED BEAR Negotiation Company

It’s a brand new year. A year for which experts have the following projections:

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 machine? The answer, according to experts across industries, is creativity, strategy, and imagination.

It’s been over a year since RED BEAR launched our Virtual Instructor-Led Training workshops. Originally developed to address increasing client demand for remote instruction due to budget constraints, travel restrictions, and highly distributed teams, our VILT programming turned out to address a much larger need than anticipated.

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.

What comes to your mind when you hear the word “contention”?

In previous blog posts, we’ve explored how effective negotiators balance competition with collaboration to pave the way towards creative, mutually beneficial outcomes. But this knowledge alone is of little use unless you know how to move the negotiation in the right direction to build trust. If things are getting too competitive – say the other party has made a difficult demand – you need to know...

In any negotiation, information is an incredibly valuable commodity. (After all, Managing Information Skillfully is one of our 6 Principles of Successful Negotiation.) But, is it ever okay to lie in a negotiation? If you were to ask which competitors your prospect is considering and what they’ve been offered, for instance, you might adjust your proposal accordingly. What if they lied?

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. It’s not just what you concede, it’s also the way in which you concede that can make or break your negotiation. What you need is a set of concession guidelines.

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 online learning, let’s start with a simple definition.