Situational Negotiation Skills

Arms your team to think, plan, and behave differently with your customers, and to negotiate with conviction throughout the sales process, not just at the close.

The Business Case

1% = 8.7% = 4%

A 1% change in pricing/discount drives an 8.7% change in gross margin.   And if you do the math, for most large publicly traded corporations, this can result in upwards of a 4% swing in stock price.

If you’ve trained your sales team on basic selling skills, but they:

  • make concessions too early in the sales process without getting enough or anything in return
  • fail to understand the customer’s needs and underlying business and personal motivations
  • don’t take enough time to plan a sound negotiation strategy

Then start achieving the business results you deserve through Situational Negotiation Skills.

Key Concepts


RED BEAR’s philosophy is that every negotiation has three dimensions.  To succeed in today’s competitive environment, sales professionals must negotiate competitively to protect their company’s interests, collaboratively to build long-term customer relationships, and creatively to generate solutions that meet the needs of all parties. These skills are critical to manage the natural tension within negotiations, and use it to craft better, more profitable agreements.


Learn and apply fundamental Principles of Negotiation to improve their supplier negotiation strategies:

  1. Position Your Case Advantageously
  2. Set High Aspirations
  3. Manage Information Skillfully
  4. Know the Full Range & Strength of Your Power
  5. Satisfy Needs Over Wants
  6. Concede According to Plan


Understand and practice the critical negotiating behaviors which separate high performers from the rest:

  • Make Demands
  • Ask Open Questions
  • Test & Summarize
  • Propose Conditionally
  • Make Trades

Key Concepts

Use a systematic approach to improved situational negotiation planning.

SNS Performance Improvement System

What if you could:

  • Give your team an ongoing experience that made new skills stick?
  • Provide planning and coaching tools to reinforcement and embed new skills?
  • Measure the impact on human performance and bottom-line business results?

Implement our proven process for driving sustainable, profitable agreements.



What Our Clients Are Saying

I loved this course. Instructor was phenomenal and engaging.  I have taken other negotiating trainings before and this was 1 million times better.

Excellent! Great energy. Great focus on the ‘human’ elements within sales negotiations.

I thought it was excellent. It was the single best corporate training program I've been a part of.  The interaction, teaching style and benefits far exceeded my expectations.

The most positive experience of my working life.

Great content and instructor. The class has a great reputation and did not disappoint!  Great job!

GREAT teams get GREAT results with RED BEAR