Blogs - RED BEAR Negotiation Company

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 the others based on their sense of touch, but they can’t reach a mutual understanding to agree on what exactly it is in front of them. This leads to accusations of dishonesty, heated tempers, and an all-out brawl.

The world’s best negotiators understand that managing information skillfully is critical. When you’re sitting across the table in any negotiation, everything you do and say tells the other party something about your case. There’s direct information that you hand over willingly – the words coming out your mouth, the supplementary documents, the actual demands and concessions – and then there’s...

In order to be successful in business, it is important to establish healthy relationships with players in and around your industry. When negotiating deals, this can prove to be difficult if you aren’t using effective negotiation behaviors.

There isn’t much silence in modern life. We’re constantly bombarded by notifications and information on social media platforms like LinkedIn, Facebook, Twitter, and Instagram. Our attention spans are shrinking to the point of compulsion, and this tends to turn into highly ineffective conversations.

Whether you’re heading into a negotiation, preparing for an important conversation, or tackling a creative endeavor, you’re going to need to utilize a Framing skill to be able to execute effectively.

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.

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...

Any sales negotiator is likely to meet with a variety of negotiation tactics and styles throughout their career. There’s the hardball negotiator who doesn’t budge an inch, the anxious novice who buckles under the slightest pressure, the charismatic straight-talker who relies a bit too much on winging the entire thing.

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.