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.
Let’s get real: Negotiation isn’t about avoiding conflict—it’s about knowing how to use it.
Artificial intelligence (AI) is reshaping the negotiation process at an unprecedented pace.
6 May, 2025
The best negotiators know how to apply their skills in any situation—especially in a crisis.
Pricing power isn’t what it used to be.
23 Apr, 2025
Asking the right questions is a game-changer in any negotiation.
Most people think of negotiation as a battle of words or a contest of wills. In reality, it’s a complex dance of human behavior, psychology, and organizational practices.
Procurement leaders in 2025 are never further than a stone’s throw away from major disruptors.
Yes, sales reps have to sell.
Numbers.
When looking at the economy right now, things are tough.
1 Apr, 2025
Tariffs are shaking up the business world, and negotiators are feeling the heat.
The number one thing on executives' minds right now?
20 Nov, 2024
No matter the industry, location, or role, internal negotiations shape organizational direction and overall outcomes.
12 Nov, 2024
Effective negotiation requires a strategic balance of give and take if you want to achieve a successful outcome for two or more parties.
6 Nov, 2024
How The Sales Process Has Changed
In this episode of The Confident Negotiator Podcast, RED BEAR’s Director of Client Engagement, Brandon Wilson, joins host Rob Cox for a deep dive into what makes RED BEAR's...
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.
14 Oct, 2024
Cross-cultural negotiations are rife with challenges as diverse groups come together to reach a mutually beneficial agreement. Because of this, cultural competency is becoming a...
10 Oct, 2024
When it comes to negotiation, it pays to be prepared. Neglecting planning is a common mistake that novice negotiators make when gearing up for procurement or sales discussions.
A strong concessions strategy can be the key to unlocking additional value in a negotiation. How can this be? If we consider concessions only as the things we give up to close the...
There is no doubt that the procurement landscape is ever-evolving. From market volatility and supply chain disruptions to supplier changes and shifting performance, procurement...
24 Sep, 2024
In this episode of The Confident Negotiator Podcast, RED BEAR Senior Consultant Krisztina Lőrinczi, based in Hungary, shares insights from her 24 years of experience in...
At RED BEAR Negotiation, we've spent over a decade training sales and procurement professionals to become world-class negotiators, equipping them with tools and strategies they...
12 Sep, 2024
Here is an all too common sales scenario: a client is price-sensitive, and several competitors offer a similar product at a lower price.
10 Sep, 2024
In this episode of The Confident Negotiator Podcast, we sit down with RED BEAR Senior Consultant Deborah Reynolds to discuss the importance ofasking better questions in...
5 Sep, 2024
Excessive blinking, a furrowed brow, crossed arms, and forced smiles are all examples of negative body language.
4 Sep, 2024
In this episode of The Confident Negotiator Podcast, we are joined by Erhan Imamoglu, a RED BEAR Senior Instructor based in Istanbul with over 20 years of experience in training...
Supply chain snarls, rising prices, a challenging economy… and bad customer service? Procurement professionals have to deal with a lot these days.
In this episode of The Confident Negotiator Podcast, we’re excited to have Alfredo Lago, a Brazil-based RED BEAR Senior Facilitator, join us. With over two decades of experience...
It’s an all-too-common scenario: your team enters into the concession part of a negotiation with a list of promises that don’t match reality. While this might mean negotiations go...
In this episode of The Confident Negotiator Podcast, we're joined by Andreas Buergi, a Switzerland-based seasoned RED BEAR international faculty member with a wealth of experience...
Sales negotiations can often feel like a high-stakes game where the immediate objective is to close the deal. However, successful negotiators know that the real prize is in...
Positive framing is as much art as it is practical. To get it right, you need to not only understand your own value and strength but also the power of perception.
Over the last few years, procurement professionals have grown used to a growing number of challenges like supply chain disruption, inflation, and uncertain markets....
23 Jul, 2024
In sales, the ability to maintain momentum and stay engaged with prospective customers can be the difference between closing a deal and watching it slip away. At RED BEAR...
18 Jul, 2024
Peak season is prime time for procurement professionals. During this time, supply chains face added stresses as businesses ramp up their operations to meet the needs of customers...
How advanced is your negotiation process? Do your negotiators have world-class negotiation skills? Does your approach to negotiation protect your self-interest, break through...
11 Jul, 2024
Successful negotiations are rarely the result of chance or innate talent. They are, more often than not, the product of meticulous preparation and strategic planning.
As the summer heats up, don’t let your sales and procurement negotiation training melt away. Now is the perfect time to sharpen your skills with some insightful summer reads.
27 Jun, 2024
Effective procurement negotiations are crucial for achieving cost savings and fostering strong supplier relationships. However, procurement professionals often face challenges...
Negotiation is an essential part of the sales process. It's the dance between understanding a customer's needs and presenting the value your product or service brings. However,...
30 May, 2024
Negotiation is a fundamental skill for sales and procurement professionals. It's the art of finding common ground, bridging gaps, and reaching mutually beneficial agreements. Now...
In this episode of The Confident Negotiator Podcast, host Rob Cox welcomes RED BEAR Senior Instructor Eric Imrie for an in-depth discussion on mastering tension in negotiations....
As new technologies have streamlined our ability to do business globally from the comfort of our offices, negotiating across cultures has become a critical skill for success. With...
14 May, 2024
Confidence and assertiveness are key factors in negotiation outcomes. They empower negotiators — especially in sales and procurement — to communicate effectively, advocate for...
Last week, RED BEAR was on the ground at ISM World 2024 in Las Vegas for the Institute for Supply Management’s annual event. RED BEAR Senior Instructor Shawn Malone was also a...
In this episode of The Confident Negotiator Podcast, host Rob Cox welcomes Ross Pomerantz, widely recognized as Corporate Bro, for a candid discussion about humor in the sales...
30 Apr, 2024
Negotiation skills are pivotal to the sales process. It's not just about closing a deal — it's about creating mutually beneficial agreements that foster long-term relationships....
Whether in sales, procurement, or any other field involving negotiating, you've likely encountered a few formidable adversaries—difficult personalities that can derail even the...
Negotiation is an integral part of any sales process, and the psychology behind it can make or break a deal. At RED BEAR, we understand that successful negotiation goes beyond...
In the latest episode of The Confident Negotiator Podcast, host Rob Cox speaks with RED BEAR Senior Instructor, Shawn Malone. Shawn, who has a rich background in procurement...
In this episode of The Confident Negotiator Podcast, host Rob Cox and RED BEAR's Founder and CEO Chad Mulligan discuss the foundational pillars that have steered RED BEAR through...
4 Apr, 2024
Mastering virtual negotiation skills has become increasingly important in our post-2020 world. As globalization and remote work have been normalized, the ability to negotiate...
28 Mar, 2024
The global supply chain challenges that were brought into focus in 2020 are still prevalent today. Those difficulties continue to emphasize the importance of building...
21 Mar, 2024
Whether your sales team is closing a high-stakes deal or your procurement team is securing favorable purchasing terms, the ability to negotiate can make or break your...
Digital transformation. It’s more than a buzzword; it’s a matter of staying relevant and agile in a shifting tech-savvy market.
What does it take to find success in procurement negotiations?
29 Feb, 2024
Negotiation skills are some of the most important tools in a salesperson’s toolbox. Despite their best efforts, many sellers make the same mistakes in negotiations, like being...
In this episode of The Confident Negotiator, host Rob Cox and RED BEAR's Director of Client Engagement, Brandon Wilson, dissect invaluable insights derived from comprehensive...
What will 2024 have in store for negotiation professionals? Here at RED BEAR, our mission is to not only provide individuals with the skills, knowledge, and tools they need to...
Here at RED BEAR, our mission is to empower individuals to become world-class negotiators. Our negotiation methodology is built on the fundamental principles, behaviors, and...
13 Feb, 2024
In the latest episode of the Confident Negotiator Podcast, host Rob Cox is joined by Tim Fiore, the Chair of the Institute for Supply Management's Manufacturing Business Survey...
In this premiere episode of The Confident Negotiator podcast, join Rob Cox (RED BEAR's Chief Marketing Officer) and Brandon Wilson (RED BEAR's Director of Client Engagement) as...
Negotiation is an invaluable skill set that offers value no matter the industry, size of business, or environment.
What does it take to succeed when negotiating with procurement professionals? It’s not enough to leverage the same individuals on your team with the innate talent for negotiation...
When it comes to procurement negotiation strategies, you’ll find that every training company and procurement team has its own take on what success looks like. But, at the end of...
23 Jan, 2024
In this testimonial video, Larry Selzer, CEO and President of The Conservation Fund, shares his insights on the transformative impact of RED BEAR's negotiation training on their...
Procurement professionals have seen some significant hurdles in the last few years. Rising inflation rates, a common challenge affecting virtually every industry, are leading to...
The business landscape changes, markets shift, and world events evolve. One key to staying agile and competitive in this environment is to approach learning and development (L&D)...
28 Dec, 2023
As 2023 comes to a close, it’s time to look back on the year and reflect.
If the last few years have taught procurement professionals anything, it’s that supply chains are fragile and good relationships are golden. While we might be seeing some relief...
19 Dec, 2023
RED BEAR Negotiation is thrilled to announce the launch of its brand-new podcast, "The Confident Negotiator," set to debut in early 2024. This new podcast promises to deliver a...
Past, Present, and Future of Negotiation for Procurement Statistics and Trends The Onset of the Manufacturing Supercycle Negotiation Challenges Procurement Faces Today Purchasing...
Peak season is a big deal in the world of procurement. It’s when businesses shift into top gear, working around the clock to deliver to customers and clients across the globe.
From Chad Mulligan, RED BEAR Negotiation Founder & CEO: On this Thanksgiving holiday, RED BEAR has an additional reason to be grateful: our 10-year anniversary.
21 Nov, 2023
To succeed in cross-cultural negotiations, negotiators pull not only from their expertise in navigating these tense discussions but also from their understanding of cultural...
16 Nov, 2023
What does it take to succeed in negotiations? Does it mean getting the best price? Securing the best possible deal?
Gratitude is much more than sharing niceties — especially when used in a professional setting.
Gratitude: it’s one of RED BEAR’s Core Values. But it’s more than a cornerstone of how we do business; it’s an essential element of our negotiation methodology.
19 Oct, 2023
When it comes to mastering sales negotiation, the right employee training matters.
12 Oct, 2023
The right negotiation skills will get you much more than the best price. In fact, if negotiators focus solely on the transactional aspect of the deal, they’re leaving value on the...
This December marks a significant milestone for RED BEAR: our tenth anniversary.
28 Sep, 2023
These last few years have laid the foundation for a new era in sales negotiation.
21 Sep, 2023
Even in today’s fast-paced world of sales, the timeless art of sales negotiation remains an irreplaceable asset.
BATNA, or Best Alternative to a Negotiated Agreement, is all about planning out the best alternative in the event negotiations fall through.
The dawn of the new year or quarter means fresh targets, renewed objectives, and a reinvigorated sales drive. For sales professionals, this period isn’t just about setting lofty...
Power is a critical part of any negotiation, and understanding the power dynamic between you and the other party can lead the discussion toward more successful outcomes.
There is no denying the power that AI and related technologies bring to the table. But, with any revolution comes disruption.
Unless you’ve lived under a rock these last few years, you’re likely well aware of the uncertain economic environment sales professionals need to navigate in 2023.
In the corporate world, a Request for Proposal (RFP) serves as a vital tool to solicit proposals from various service providers.
Even with some of the COVID-related disruptions starting to appear in the rearview mirror, procurement professionals still struggle with the same stubborn issues.
Whether it’s strained supply chains throttling operations or geopolitical pressures from across the globe halting business, these last few years have been, in a single word,...
Building agile and adaptable cross-cultural negotiation processes is becoming a mission-critical task for any business working with people from other cultures.
The MedTech industry is in a unique position in 2023. While the global medical devices market share is expected to grow from $512 billion in 2022 to $799 billion in 2030, the...
15 Jun, 2023
The aerospace industry has always carried a reputation for innovation and progress.
Due to inflation, the purchasing power of the U.S. dollar declined around 7.4% between 2021 and 2022. This unprecedented economic environment is pushing supplier, raw material,...
There’s no mistaking the unique environment facing CPG professionals in 2023.
As the world becomes more interconnected, it’s the telecommunications industry that is driving advancements in the communications technology that powers a new era of digital...
RED BEAR Negotiation Training was on the ground at the ISM World Annual Conference last week.
11 May, 2023
A recent study showed that around 82% of supply chain leaders agreed that supply chain challenges would worsen or stay the same over the next year.
These last few years have marked a particularly tumultuous time for the energy industry.
In March of 2023, the Manufacturing Purchasing Managers Index (PMI) fell 4.7%, marking a fourth month of contraction after a 30-month period of expansion.
20 Apr, 2023
The technology sector has always carried a reputation for disruption — and volatility.
13 Apr, 2023
Organizations have needed to navigate strained relationships, inflexible shipping constraints, and a heightened geopolitical environment in the post-COVID era.
In today’s modern workplace, companies need to stay ahead of trends in employee engagement, retention, and recruitment to hire and keep the best talent.
Yes, you need essential negotiation skills to get your desired outcome.
23 Mar, 2023
Negotiations are an everyday reality in almost every industry. Whether it's procurement for a Fortune 500 company or sales at a high-growth startup, effective skills start with...
14 Mar, 2023
The high-tension environment of a sales negotiation is nothing to fear. Becoming familiar with the tension and learning to navigate it tactfully is the key to closing deals and...
23 Feb, 2023
A lack of confidence undermines negotiations. This is true in any economy, but especially true when sales leaders and reps are operating in uncertain times like these.
Sustainability imperatives, cost reduction efforts, supply chain disruptions: there’s an endless list of issues that impact procurement.
Negotiation is all about nuance. It’s about what is said and not said. About decoding ideas, needs, and requirements to reach consensus.
It’s a brand new year. A year for which experts have the following projections:
6 Apr, 2022
Negotiation is the foundation to business discourse. Everything is a give and take. Productive negotiations actually form strong relationships, help companies get ahead, resolve...
20 Mar, 2022
Successful negotiations with suppliers have never been more critical. With every penny saved going directly to your bottom line, you need highly skilled negotiators to help...
Everyone makes occasional negotiation mistakes. Recognizing any miscalculations and learning how to avoid them is the key to future success. With negotiations, ignorance is not...
The evolving conflict involving the Russian and Ukrainian governments presents an interesting negotiation case study.
7 Jan, 2022
In today's highly competitive business world, negotiation skills are critical for any businessperson. Companies need to ensure the entire organization has the means to secure the...
14 Sep, 2021
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.
31 Aug, 2021
The Principle of Placing Needs Over Wants will help negotiators uncover and address the other party’s underlying concerns, issues, and motivations for wanting to do business with...
Knowledge, as they say, is power. And when you’re at the table negotiating with suppliers or a potential customer, this is truer than ever. That being said, it’s not only...
Do you often feel that even after you’ve said everything there is to say in a negotiation, the other party still doesn’t truly see the value in your proposal?
Do you often feel your negotiations leave value on the table? If so, you’re not alone.
RED BEAR’s 6 Principles of Negotiation are used by high performers to negotiate more profitable agreements. These guidelines provide the skills and behaviors used to manage...
27 Jul, 2021
If you’re reading this, you likely work in a demanding environment that requires a lot from you personally and from your team. Inevitably, these high-output environments add...
20 Jul, 2021
As automation sweeps across the business world, professionals need to ask themselves: what value can a human offer, that can’t be replicated by a machine? The answer, according to...
When it comes to negotiating prices in the purchasing process, negotiators often fall into one of two camps: those who seek common ground through compromise and collaboration, and...
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...
28 Jun, 2021
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...
21 Jun, 2021
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...
14 Jun, 2021
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...
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.
No business is an island – especially in a world of global supplier networks and transnational partnerships. What’s more, companies are increasingly outsourcing roles and...
24 May, 2021
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...
The secret to effective negotiation is simple: agree on the right price. Easy, right?
29 Mar, 2021
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...
10 Mar, 2021
When tension increases, our automatic reflex tends to be to talk more and listen less. Tension makes us uneasy, and when we feel uneasy, we lose sight of the long view and get...
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...
17 Feb, 2021
Every year people all around the world resolve to become better people. They look to build new habits or break old ones. Some pick up a hobby. Others hit the gym. In fact, there...
It’s been over a year since RED BEAR launched our Virtual Instructor-Led Training workshops. Originally developed to address increasing client demand for remote instruction due to...
3 Dec, 2020
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...
11 Nov, 2020
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...
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...
10 Sep, 2020
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.
What comes to your mind when you hear the word “contention”?
29 Jul, 2020
Negotiators often walk into the bargaining table with a mix of optimism and caution.
16 Jul, 2020
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...
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...
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...
19 Mar, 2020
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...
24 Feb, 2020
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...
12 Feb, 2020
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...
10 Jan, 2020
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...
Sometimes internal negotiations can feel like herding cats.
3 Dec, 2019
Modern technology has made it easier than ever before to communicate with people on the other side of the planet. And in addition to the social benefits of being able to engage...
21 Nov, 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...
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.
12 Nov, 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,...
7 Nov, 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...
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...
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...
29 Oct, 2019
A skilled negotiator is a visual artist. That's because effective negotiation entails constructing a favorable perspective of the world, and then sharing that perspective with the...
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...
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...
You’ve likely heard that pressure makes diamonds, and in much the same way, tension makes creative solutions.
15 Oct, 2019
Power can mean very different things to different people. To a dictator, for instance, it means having absolute control over the lives of their people; to a musician, it’s...
10 Oct, 2019
When you enter into any kind of negotiation – be it a sales negotiation, a salary discussion, or even asking someone out on a date – how easy it is to get what you want depends on...
Everyone wants to make a good impression. In some instances, we go as far as to put on a carefully curated positive version of themselves.
3 Oct, 2019
“If you are curious, you’ll find puzzles all around you. If you are determined, you will solve them.” — Erno Rubik
It’s anniversary night and you’re trying to decide on the perfect place to eat. Since it’s a special occasion you’re willing to pay a bit extra, but you also don’t want to spend...
20 Sep, 2019
Does it feel as if your negotiations are missing a little bit of that secret sauce that magically moves things into your favor? Well, you might be surprised to find that the...
11 Sep, 2019
Making concessions is a key part of any negotiation. After all, it’s the difference between artfully exchanging value in a way that encourages a long-term partnership and standing...
Negotiation is a lot like a game of poker, in that it often rides on how well you know the person sitting across from you: their tells, their style of communication, how they...
11 Sep, 2019
When a person enters into a negotiation, they can either wing it – ultimately leaving its outcome to fate – or they can arrive with a clearly defined game plan informed by...