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Blogs.

Wondering what we are up to next or what's on our minds? Check out our latest blogs. This is where you can gain a peek into the world of RED BEAR and find our latest thinking along with practical tips on negotiation and collaboration.

Building Trust in Negotiation

How To Build Trust In A Negotiation

In previous blog posts, we’ve explored how effective negotiators balance competition with collaboration to pave the way towards creative, mutually beneficial outcomes. But this knowledge alone is of little use unless you know how to move the negotiation in the right direction to build trust. If things are getting too competitive – say the other…

Does it ever pay to lie in a negotation?

Does It Ever Pay To Lie In A Negotiation?

In any negotiation, information is an incredibly valuable commodity. (After all, Managing Information Skillfully is one of our 6  Principles of Successful Negotiation.) But, is it ever okay to lie in a negotiation? If you were to ask which competitors your prospect is considering and what they’ve been offered, for instance, you might adjust your…

Tic Tac Toe Negotiation Tactics

The right way to deal with a customer’s negotiation tactics

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. And then there’s the type…

Use our Concession Guidelines to negotiate like a tortoise - slow and reluctant

5 Concession Guidelines to Keep Deal Momentum on Your Side

Every negotiation is going to involve one or more concessions. However, there’s more to conceding than simply giving the other party what they want. It’s not just what you concede, it’s also the way in which you concede that can make or break your negotiation. What you need is a set of concession guidelines. In…

Virtual Live Training setting

What is Virtual Instructor-Led Training, anyway?

In case you are unfamiliar with the term Virtual Instructor-Led Training or are unsure as to what distinguishes VILT within the broad category of online learning, let’s start with a simple definition. According to TrainingIndustry.com, “Virtual instructor-led training (VILT) refers to training that is delivered in a virtual or simulated environment, or when instructor and…

Positioning the Sales Process

Close More Deals by Positioning the Sales Process

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.  How to Position the Sales Process Effectively How you position your sales process is your opportunity to set the tone, direction, and…

Fail to prepare... Prepare to fail

4 Costly Sales Negotiation Mistakes, 1 Simple Tool

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…

negotiation principles cartoon

Principles of Negotiation Used by Expert Negotiators

If you’re wondering, “How do I improve my negotiation skills?”; this article will introduce the six principles of negotiation and outline the negotiation skills experts use to maximize the value of agreements. To the untrained eye, it can be difficult to pinpoint what separates an expert negotiator from an average one outside of the obvious…

internal negotiations

Are You Frustrated with Internal Negotiations? Read This

Sometimes internal negotiations can feel like herding cats.  Tom from procurement wants a lower price. Tim from IT needs a longer timeline. Bob the project manager wants strict adherence to the schedule. Greg from HR wants full and complete compliance. Derek from finance needs the SOW. Henry from operations wants clear procedures. And you, the…