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White Papers.

Our Latest Research

Explore our ever-expanding ecosystem of research, from in-depth white-papers to ebooks and more!

White Papers.

Our work wasn't dreamed up in a lab by a couple of "white shirts" who used to work in industry years ago. It was created and refined by experts who negotiate every day. Built on solid research and time-tested in the field, our approach to negotiation and collaboration is the standard for how negotiations get done. Here's some of our latest research and thinking that goes into our work. Select an image to download our white paper.

Blogs.

Wondering what we are up to next or what's on our minds? Check out our latest blogs. This is where you can gain a peek into the world of RED BEAR and find our latest thinking along with practical tips on negotiation and collaboration.

collaborative negotiation

The Collaborative Dimension of Effective Negotiation

By Bradley Chowles | November 21, 2019

There’s an old Aesop tale that tells the story of the wind and the sun arguing about which was more powerful. Seeing a traveling man walking down the road, they saw a chance to settle their debate once and for all. Whoever could get the traveler to remove his coat would unarguably be the most…

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negotiation concession patterns

The 5 Concession Patterns: Learning to Give Just the Right Amount

By Alex Moskov | November 19, 2019

Concessions are an inevitable part of every negotiation. However, moving a negotiation to a satisfactory close is almost always going to require a series of concessions.  Ultimately, your ability to make concessions will determine if all of your hard work during the negotiation will get you the result you need. However, knowing when to concede…

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creative contention for team member engagement

The Secret To Keeping Team Members Engaged

By Bradley Chowles | November 12, 2019

There’s little worse than stepping into a team meeting that’s dull, uninspired, and unproductive. No one really wants to be there, few – if any – new ideas are being put forward, and the final outcome will most likely be the easiest way forward, regardless of quality. If you’re thinking to yourself, “Well, it’s often…

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five negotiation behaviors

The 5 Types Of Negotiation Behavior

By Bradley Chowles | November 7, 2019

To succeed in any negotiation environment, a negotiator needs to be able to adjust their approach according to the situation. Much like a soldier on the battlefield doesn’t use a single type of weapon for every combat situation, the best negotiators have an arsenal of distinct negotiation behaviors that serve specific purposes depending on the…

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navigating the competitive dimension of negotiation

Navigating The Competitive Dimension of Negotiation

By Bradley Chowles | November 5, 2019

Most negotiation analogies involve some kind of sport or strategic game, such as boxing, poker, chess, basketball — you name it. This is because most people see negotiation as an inherently competitive activity. It’s one negotiator competing with the other for the better deal and more favorable outcome — simple, right? Actually, no. As we’ve…

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negotiation tactics magic tricks

Lessons from Magic Tricks to Beat Tricky Negotiation Tactics

By Alex Moskov | October 31, 2019

Humans have been fascinated with magic for a long time, and the psychology of it is pretty interesting. On one hand, we love magic tricks because they’re a drastic departure from what we thought was going to happen, but on the other hand, we don’t like being fooled. Or better yet, we don’t want to…

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framing a negotiation

The Art Of Framing In Successful Negotiation

By Bradley Chowles | October 29, 2019

“Art consists of limitation. The most beautiful part of every picture is the frame.” – G. K. Chesterton   “If a problem can’t be solved within the frame it was conceived, the solution lies in reframing the problem.” – Brian McGreevy   A skilled negotiator is a visual artist, much like a painter or photographer.…

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6 Ways to Master Effective Demand Statements Like a Pro

By Alex Moskov | October 24, 2019

Demand statements are powerful strings of dialogue that can either cut like a well-maintained samurai sword or a dull razor depending on your execution. In order to take your negotiations to the next level, you’ll need to find out how to personally keep your demand statements sharp and effective, rather than brute and sloppy. The…

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needs vs wants

How To Satisfy Needs Over Wants For Negotiation Success

By Bradley Chowles | October 22, 2019

We’ve chatted a fair bit about the ins and outs of negotiation skills on the RED BEAR blog, but let’s quickly take a lesson from a different industry. There’s a common understanding in the world of User Experience (UX) that people can’t be trusted to tell you what they want. For instance, if you ask…

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negotiation tension

Tension: Creating Positivity and Creativity from Discomfort

By Alex Moskov | October 17, 2019

You’ve likely heard that pressure makes diamonds, and in much the same way, tension makes creative solutions.  The best negotiators are able to masterfully utilize various skills in their toolbox to lead negotiations and get more of what they want. RED BEAR’s 3-D Negotiation Model postulates that there are three different negotiation dimensions that lead…

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