Blogs - RED BEAR Negotiation Company

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.

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

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 anxious novice who buckles under the slightest pressure, the charismatic straight-talker who relies a bit too much on winging the entire thing.

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.

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 regularly. It’s okay, you’re not alone. In fact, most sales professionals typically are unaware of their mistakes. For instance, if I were to ask you to share your best negotiation tips, you’d quickly start listing everything...