RED BEAR provides Global Negotiation Solutions

The evidence is clear

Money saved through better negotiation appears immediately on your bottom line. The relationships your team builds through effective negotiation pay dividends long into the future. RED BEAR Negotiation Company’s expertise in negotiation emerged in the 1980s from a research partnership with the Stanford University Graduate School of Business. It grew further through initial corporate engagements at AT&T, Hewlett-Packard, UPS and other early clients. It has been expanded and refined in the subsequent years as a result of project implementations at major global corporations, delivered by consultants and facilitators working on five continents.

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Negotiating With Suppliers

Here are the facts: fifty-five percent of a typical company’s revenue goes back out the door to suppliers. In some organizations the number is even higher. And any savings from better supplier negotiations fall immediately to the corporate bottom line.

Today’s emphasis on cost containment, global sourcing, outsourcing, strategic supplier partnerships, lean manufacturing, team purchasing, and expanded use of information technology in the purchasing function makes it critical to negotiate in new and different ways with suppliers.

Traditional purchasing models, which focus primarily on adversarial cost negotiation, don’t work in this new environment. Negotiating With Suppliers does.

How It Works

Negotiating With Suppliers is a proven methodology that shows your team how to negotiate effectively and profitably throughout the entire purchasing process, and maximize the profitability of your supplier relationships. It equips them with a powerful set of concepts, skills, and tools for negotiating more profitable external agreements, and improving teamwork within your company.

A Comprehensive System

Negotiating With Suppliers is a comprehensive system, designed around a powerful experiential learning approach that:

Arms your team with easy-to-use planning tools to help them improve negotiation results; Builds “gut level” comprehension of key skills by immersing your team in engaging, powerful negotiation simulations; Builds competitive, collaborative, and creative negotiating skills; Provides an opportunity for participants to develop plans for applying new skills to actual negotiations inside and outside the company; and Features both core and follow-up training opportunities to ensure ongoing skill development and reinforcement.

Need Credit For Ism Certification?

Note: completion of Negotiating With Suppliers provides 16 hours toward re-certification of the Certified Purchasing Manager (CPM) or Accredited Purchasing Practitioner (APP) designation offered by the Institute for Supply Management (ISM).

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“This was some of the most effective training that I have ever been involved with…”
Ed A.
Ed A.
“…significantly changes my mindset for planning and executing any conversation I have with suppliers.”
Tim H.
Tim H.
“It was a great course. I wish I took 10 years ago.”
Igor E.
Igor E.
“It’s a great program! Well put together, engaging and never dull or boring – seasoned consultants only makes it better!”
Victor R.
Victor R.

Situational Negotiation Skills

When important sales are on the line, effective negotiating can make the difference between hitting—or missing—your revenue and profit goals.

Today’s sales and service professionals are under intense pressure from their buyers to focus on price rather than on value in order to close business. As a result, many fall into the “commodity trap,” negotiating about price rather than business value at critical points in the sales cycle. Others needlessly give away costly services and other “extras” to close sales, rather than uncovering their customer’s real needs.

When this happens, your “value-added” position in the market erodes, critical go-to-market initiatives fall short of their goals, and profits drop. The challenge is clear: to give sales and service professionals the tools they need to negotiate on value...and to avoid making costly, unnecessary concessions to win business.

How It Works

Situational Negotiation Skills™ equips your sales professionals with powerful concepts, skills, and tools for negotiating more profitable client relationships, selling value rather than price, and improving teamwork within the sales organization. It equips your team to negotiate effectively and with conviction throughout the entire sales process, not just at the close…and with colleagues inside their companies who must support their sales success.

A COMPREHENSIVE SYSTEM

Situational Negotiation Skillsis a unique and powerful system that:

• builds “gut level” comprehension of competitive, collaborative, and creative negotiating skills by immersing participants in engaging, powerful negotiation simulations;

• is based on leading-edge university negotiation research, refined through years of successful program implementation at major corporations worldwide;

• provides an opportunity for participants to develop plans for applying their new skills to improve actual customer negotiations, and to share best practices for getting better results in the field;

• supports global implementation with translated instructional materials and localized delivery; and

• offers experiential learning and online reinforcement options, supported by powerful tools and management coaching support.

Situational Negotiation Skills™ works. Tracking studies conducted at global corporations demonstrate that deployment leads to dramatic, quick, and measurable results: larger sales, higher margins, shorter sales cycles, and profitable implementation of go-to-market strategy.

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“Learned that preparing for the negotiation is key. Understanding the projects, leadership relations, and full scope can help us to adjust when needed.”
Rebecca H.
Rebecca H.
“I never realized how comfortable I would be in negotiating. My confidence level increased dramatically from the tools and key principles I learned in this class.”
Donna H.
Donna H.
“We developed a concession plan and stuck to it. This resulted in a greater margin that we anticipated.”
Elizabeth G.
Elizabeth G.
“my team had a much better grasp of what the customer’s team was doing which positively affected our negotiating position”
Ken W.
Ken W.
“This class gave me so much confidence.”
Elizabeth G.
Elizabeth G.

Cross-Cultural Negotiation

Do your purchasing teams negotiate with suppliers from other countries? Do your manufacturing teams need to be more effective in cross-cultural settings? Does your staff negotiate internally in a multi-cultural environment? If so, your company can benefit from implementing Cross-Cultural Negotiation

Cross-Cultural Negotiation improves performance of personnel responsible for negotiating better agreements in multi-cultural situations. Through a combination of engaging simulations, application discussions, personal feedback reporting, and team exercises, this one-day program provides:

  • Gut-level awareness of the challenges of negotiating with people from other cultures, and how our intuitive reactions can create problems;
  • Guidelines for approaching cross-cultural negotiations that help participants conduct them with the most productive mindset possible;
  • A planning approach that helps participants develop strategies for addressing the most important challenges they will face when negotiating with people from other cultures;

Practical strategies for applying fundamental negotiation concepts successfully in current cross-cultural negotiations. Participants in Cross-Cultural Negotiation take the Culture in the Workplace Questionnaire, an exclusive online survey of cultural preferences based on more than three decades of research by renowned social scientist Geert Hofstede, author of Cultures and Organizations: Software of the Mind. They then receive personalized profiles that chart their cultural preferences, and highlight likely “disconnects” between themselves and others in cross-cultural negotiations. The result: actionable insights that lead to better, more productive cross-cultural agreement building.

RED BEAR Negotiation Company’s Cross-Cultural Negotiation solution is built on a three-part foundation:

Highly engaging exercises that build awareness of personal tendencies in cross-cultural settings, and how this affects negotiation results.

Personalized reports providing participants with detailed summaries of their own cultural preferences (and comparing their results with data from other countries) in the five areas most likely to create negotiation challenges—and opportunities.

A planning discipline that ensures that your team can better anticipate and respond to challenges in cross-cultural negotiations with suppliers, customers, or fellow team members.

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“Understanding cultural differences should be considered when entering or preparing for negotiations…”
Earl M.
Earl M.