PROCUREMENT NEGOTIATION TRAINING.
Purchasing Superpowers for Enterprise Procurement Teams.
Purchasing is more than cost savings. RED BEAR’s Negotiating With Suppliers™ (NWS) gives procurement professionals the skills, tools, and behaviors to craft value-based supplier agreements that improve profitability, reduce risk, and strengthen supply reliability.
Designed for complex supplier negotiations and enterprise-scale impact.
Delivering Excellence In Procurement Training
RED BEAR Negotiation has won the 2024 Top Supply Chain Projects Award from Supply & Demand Chain Executive for the second year running, highlighting the significant impact of our negotiation training on profitability and reducing supplier costs. Learn how our innovative training is driving efficiency and success in the supply chain sector.
"We started with a 25-person pilot of RED BEAR’s Negotiating With Suppliers™ (NWS) program and the impact that we saw was immediate, both quantitatively and qualitatively. NWS helped our people develop a common negotiation language and planning methodology that helped guide us around how to prepare for a negotiation and in turn, gave us a strong sourcing methodology we could leverage around the world.
Having the negotiation templates and training increased the amount of cost savings we realized as well as helped our team understand how you drive value from the negotiation. The pilot was so successful that this became the standard and we rolled it out globally."
Caldwell Hart – Chief Procurement Officer
NEGOTIATION TOOLBOX .
What if your procurement team had a proven negotiation model and a set of simple principles to guide them through each negotiation successfully? What if they had an intuitive framework to help them prepare for every negotiation? This is what Negotiating With Suppliers™ provides – a set of six negotiation principles, a negotiation model, a robust (but simple to use) planning tool, and five behaviors to make these come to life –all based on the solid foundation of Stanford University research.
Negotiation Model
Every procurement negotiation operates across three critical dimensions. The Competitive Dimension helps procurement professionals protect and preserve their organization’s interests, including cost, risk, and performance requirements. The Collaborative Dimension enables negotiators not only to maintain, but to strengthen and enhance relationships with suppliers over time. The Creative Dimension acknowledges that healthy tension is a natural part of complex supplier negotiations; when managed effectively, that tension becomes a catalyst for creative problem-solving and breakthrough solutions, particularly during deadlocks. When procurement professionals master all three dimensions, the result is stronger agreements, clearer problem definition, and more effective, sustainable outcomes with suppliers.
Negotiation Principles
Derived from Stanford University research, these six guiding principles are the "rules of the game" used by expert negotiators to navigate through each negotiation. These principles are at the heart of RED BEAR's negotiation process and form the basis for how negotiations get done.
Negotiation Behaviors
These five behaviors (two competitive, three collaborative) guide sellers on "what to do and say" during a negotiation in order to apply RED BEAR's negotiation model and principles. When used effectively, they enable you to “operationalize” each dimension of the RED BEAR negotiation model.
Negotiation Planner
This simple but robust planning tool serves as a framework for helping procurement professionals plan, organize and apply RED BEAR's negotiation concepts (the model, principles, and behaviors) to their real-world supplier negotiations. The tool helps ensure that buyers walk into each negotiation well-prepared and ready to negotiate.