posts By RED BEAR

Think power in negotiation is all about titles, authority, or who controls the budget? Think again.

Procurement negotiation decides more of your bottom line than most boardroom strategies ever will. Your sourcing team built the category plan, modeled the costs, scored the vendors. Then a supplier rep shifts the conversation, applies pressure on a deadline you accidentally revealed, and that carefully constructed strategy unravels in a single meeting.

Yeah, “names” matter.

When most negotiators prepare for a high-stakes discussion, they focus on personal qualities and tactics—questions to ask, offers to make, concessions to consider.

BATNA in negotiation is one of the most widely referenced concepts in deal-making, yet most professionals treat it as a complete strategy rather than what it actually is: a baseline reference point. Understanding the advantages and disadvantages of BATNA, knowing how to identify it effectively, and recognizing where the BATNA approach falls short compared to frameworks like reservation points and...

In this episode of The Confident Negotiator Podcast, RED BEAR Founder and CEO Chad Mulligan shares exciting news about our upcoming 2025 promotion, where we're offering 25% off all negotiation training workshops. Chad reflects on an incredible year of growth for RED BEAR, from record-breaking revenue to expanding our client base and earning industry accolades. He explains how this limited-time...

Procurement’s role has shifted.

An often underappreciated negotiation lever?

Informational Power in Negotiation: Definition and Guide Informational power in negotiation determines who controls the conversation and who simply reacts to it. Most professionals walk into high-stakes discussions believing the other party holds all the cards. But the negotiator with the clearest picture of facts, figures, and hidden constraints often holds the advantage. Understanding how to...