Blogs - RED BEAR Negotiation Company

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 reference point.

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 your benefit.

The main goal of using negotiation tactics by a customer is to fundamentally alter the negotiation in the customer’s favor. Negotiation tactics are tricky for a reason but can be handled with ease with proper foresight.

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 behavior that dissipates as much of the tension as possible. Managing and overcoming this discomfort is actually what sets the world’s best negotiators, athletes, and poker players apart from the rest. They’re not only at ease in a state of tension, they...

The best way to avoid gridlock in internal negotiations is to maximize information flow. The free exchange of ideas and opinions are often the explosive fuel required to break through contentious situations. Unfortunately, individuals prevent this critical free flow by:

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 it’s important to treat every negotiation meeting as an important part of the entire negotiation process. For clarity, let’s quickly consider another kind of gestalt process — going on a diet.

You spent hours doing prep work, researching your potential customer, and getting ready for your meeting. You envision your perfect closing scenario and sit down for your meeting.

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 words of a prospective customer when you concede too much too quickly: there’s more where that came from. Here are five more guidelines to help you ensure you never undermine your organization’s self-interest in the face of price pressure from a...

The secret to effective negotiation is simple: agree on the right price. Easy, right?