RED BEAR wants to help your people avoid making costly “wrong turns” and put money back in your pocket. We believe that every negotiation is an opportunity to create and communicate the value your company provides and when your people become better at negotiating (and avoiding wrong turns), the perceived value (and what people are willing to pay for that value) increases.
Battle-tested with leading enterprises globally.
Trusted, forward-thinking companies around the world, across every industry, from the Fortune 500 to high growth start-ups rely on RED BEAR to transform their people into world-class negotiators.
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Using the Power of Negotiables
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. Before we jump into, let’s go over some quick definitions. A want is something the other party asks you for, something they state, they want something that’s concrete,…
The Contention Meter: Your Guide to Better Negotiations
What comes to your mind when you hear the word “contention”? For most people, contention conjures up unpleasant or stressful feelings. Whenever we hear anything that makes us think about or feel discord, strife, conflict, and contention, the untrained presupposition is to prepare for battle. It’s us versus them, and we need to win this…
How To Build Trust In A Negotiation
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…
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 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…
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 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. And then there’s the type…
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. 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…
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 online learning, let’s start with a simple definition. According to TrainingIndustry.com, “Virtual instructor-led training (VILT) refers to training that is delivered in a virtual or simulated environment, or when instructor and…
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 a new skill: Positioning the Sales Process. How to Position the Sales Process Effectively How you position your sales process is your opportunity to set the tone, direction, and…
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 errors before, if not regularly. It’s okay, you’re not alone. In fact, most sales professionals typically are unaware of their mistakes. For instance, if I were to ask you to share…
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 negotiation skills experts use to maximize the value of agreements. To the untrained eye, it can be difficult to pinpoint what separates an expert negotiator from an average one outside of the obvious…