Blogs - RED BEAR Negotiation Company

What separates the sales professionals who close from those who only follow up? One major factor is this: top performers don’t just pitch products—they understand people. More specifically, they understand the buying motives that drive purchasing decisions.

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...

Sales negotiations determine whether your pricing strategy survives contact with the buyer or collapses into reactive discounting. The gap between what leadership articulates and what sellers actually execute in live negotiations is where margin and deal quality are won or lost.

Let’s get real: Negotiation isn’t about avoiding conflict—it’s about knowing how to use it.

Artificial intelligence (AI) is rapidly closing the execution gap in complex, high-stakes negotiations. Yet for every organization deploying AI negotiation tools to sharpen preparation and accelerate analysis, another is overestimating what the technology can actually do at the table. The gap between useful decision support and dangerous decision replacement is where margin and deal quality are...

The best negotiators know how to apply their skills in any situation—especially in a crisis.

Most sales teams don't lose deals because of competition. They lose them through undisciplined sales-negotiation execution that quietly erodes margins, deal after deal. The gap between a well-articulated pricing strategy and what actually happens when a buyer pushes back on price is where profitability lives or dies.

No matter the industry, location, or role, internal negotiations shape organizational direction and overall outcomes.

Understanding what concessions are in negotiation is the difference between protecting margin and watching it erode, one deal at a time. Every negotiation involves give and take. The question is whether that exchange is planned or reactive.