posts By Alex Moskov

The secret to effective negotiation is simple: agree on the right price. Easy, right?

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 defensive.

Negotiation behaviors determine whether your team captures value or gives it away in every deal conversation. Most professionals walk into negotiations with solid strategies, clear pricing targets, and good intentions. Yet the gap between what they planned to do and what they actually do under pressure is where margin and deal quality are won or lost.

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.

What comes to your mind when you hear the word “contention”?

A concession in negotiations is one of the most misunderstood levers in business. Most professionals treat it as a necessary loss, something you surrender to close the deal. The reality is more nuanced and far more consequential to your bottom line.

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.

At RED BEAR, the principles of negotiation are not abstract theories; they are practical, repeatable behaviors that close the execution gap between what negotiators know and what they actually do at the table. We define negotiation as a deliberate, value-creating conversation driven by clear objectives, disciplined preparation, and consistent use of proven skills, regardless of the situation,...