Blogs - RED BEAR Negotiation Company

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 budget constraints, travel restrictions, and highly distributed teams, our VILT programming turned out to address a much larger need than anticipated.

The Power of Negotibles determines whether your team walks away from a deal with margin intact or gives it away one unplanned concession at a time. The teams that understand this treat negotiables as their primary tool for executing, while everyone else defaults to price and watches margin erode agreement by agreement.

Every negotiation carries an area of contention, a disputed issue where interests collide. What separates profitable outcomes from costly ones is rarely whether contention exists. It is how your team responds to it. When you misread the difference between conflict and contention, you either retreat into premature concessions or escalate past the point where engagement stays productive.

Negotiators often walk into the bargaining table with a mix of optimism and caution.

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 proposal accordingly. What if they lied?

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.

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.

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,...

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 with other cultures and perspectives, this also means American businesses are increasingly able to enter international markets. Take the Chinese market, for instance. Giant corporations like the NBA and Marvel are bending...