Blogs - RED BEAR Negotiation Company

How The Sales Process Has Changed

In this episode of The Confident Negotiator Podcast, RED BEAR’s Director of Client Engagement, Brandon Wilson, joins host Rob Cox for a deep dive into what makes RED BEAR's negotiation training truly unique. Known as "The RED BEAR Difference," this approach combines strategic alignment, experiential learning, coaching and reinforcement, and data-driven measurement to ensure that participants not...

AI prep for negotiations is changing how teams research counterparties and model concession scenarios, helping them walk into high-stakes discussions with sharper positioning. But the technology only accelerates what already works. Those who take the time to prepare and develop repeatable processes for planning and research not only have the information they need to succeed but also enter the...

A strong concessions strategy can be the key to unlocking additional value in a negotiation. How can this be? If we consider concessions only as the things we give up to close the deal, we’ll undoubtedly be perplexed by that first statement.

Negotiation procurement is where sourcing strategy either delivers results or quietly bleeds margin. Most procurement teams know when supplier terms need revisiting. They understand cost drivers and contract lifecycle triggers. Yet the real challenge is rarely strategy. It's execution under pressure, where concessions get made too early, leverage goes unrecognized, and agreements that looked...

At RED BEAR Negotiation, we've spent over a decade training sales and procurement professionals to become world-class negotiators, equipping them with tools and strategies they need to navigate complex deals and build lasting relationships. Our proven methodology has been used by 45% of Fortune 500 companies, giving us unique insights into the challenges negotiators face across industries.

Non-monetary costs silently shape every buying decision, yet most sales teams only prepare for the price conversation. The real negotiation often hinges on what buyers sacrifice beyond their budget: time, effort, and psychological comfort. When sellers fail to recognize these hidden value drivers, they default to discounting, and margin erodes before the deal even closes.

In this episode of The Confident Negotiator Podcast, we sit down with RED BEAR Senior Consultant Deborah Reynolds to discuss the importance ofasking better questions in negotiations. With over 30 years of experience in training negotiators, Deborah provides valuable insights into how the right questions can uncover hidden interests, resolve conflicts, and lead to more successful outcomes.

Every sales negotiation sends two sets of signals: what people say and what their bodies reveal. Understanding body language in sales is not a soft skill novelty. It is an execution discipline that separates negotiators who protect margin from those who leave value on the table through missed cues and unmanaged concessions.