Blogs - RED BEAR Negotiation Company

It’s a brand new year. A year for which experts have the following projections:

The most important aspect of negotiation is often not about the product or service, but about the sales process itself. This is why you must develop a new skill: Positioning the Sales Process.

There’s an old Aesop tale that tells the story of the wind and the sun arguing about which was more powerful. Seeing a traveling man walking down the road, they saw a chance to settle their debate once and for all. Whoever could get the traveler to remove his coat would unarguably be the most powerful of the two. The wind went first, but no matter how hard it blew, the traveler just held on to...

When you enter into any kind of negotiation – be it a sales negotiation, a salary discussion, or even asking someone out on a date – how easy it is to get what you want depends on what the other party thinks of your offer. If they don’t think it’s worth much, you’ll have very little leverage and will struggle to walk away with your desired outcome. But if the other party knows the value of your...

“If you are curious, you’ll find puzzles all around you. If you are determined, you will solve them.” — Erno Rubik

Power in negotiation is the single most misunderstood force in any deal. Most professionals sense it, react to it, even fear it, yet very few can define where it comes from or explain why it shifts mid-conversation. That gap between sensing power and deliberately building it is where margin gets lost, concessions pile up, and agreements land far from where they should.