Blogs - RED BEAR Negotiation Company

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 through contentious situations. Unfortunately, individuals prevent this critical free flow by:

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 negotiation meeting as an important part of the entire negotiation process. For clarity, let’s quickly consider another kind of gestalt process — going on a diet.

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.

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 when you concede too much too quickly: there’s more where that came from. Here are five more guidelines to help you ensure you never undermine your organization’s self-interest in the face of price pressure from a...

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

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 of touch, but they can’t reach a mutual understanding to agree on what exactly it is in front of them. This leads to accusations of dishonesty, heated tempers, and an all-out brawl.

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 the other party something about your case. There’s direct information that you hand over willingly – the words coming out your mouth, the supplementary documents, the actual demands and concessions – and then there’s...

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 difficult if you aren’t using effective negotiation behaviors.

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.