There are 2 foundational courses:

1. Real World Negotiating™ (How To Strategically Conduct Any Negotiation).   A 2-day, in-house seminar for up to 20 participants.

2. How to Strategically Prepare for Any Negotiation.  A 1-day, in-house seminar for up to 20 participants. 

There are 2 additional seminars designed to reach out to non-purchasing professionals (engineering, information systems, program management, etc.) who interface with outside suppliers:

1. How to Deal With Back Door Selling.  A 3-hour in-house workshop.

2. Negotiating With Single and Sole Source Suppliers.  This advanced session can be conducted in either a 2 or 3-day format and is a team building exercise for supply chain and technical professionals.

25 years.  Since 1984, over 150,000 participants in North America, South America, Europe and Asia have enjoyed the time-tested, results-producing skills taught in our negotiating seminars.

In short, RESULTS!  The majority of BNS’ seminars are repeat business from clients who have experienced identifiable, measurable results from the negotiations training.  Using BNS’ evaluation tools, they are able to follow up the seminars at 30, 90 and 180 days to track how the skills are being utilized by course participants. 

While training results cannot be measured on a quantitative basis, it can be measured on a qualitative basis – and the BNS follow-up systems shows company how to do it.

The negotiating seminars provide a minimum of theory and a maximum of practical, readily useable skills.  In addition, the amount of skill building (role-playing) in the class enables participants not only to hear about the time-tested skills, but to acquire them.  Finally, seminar attendees understand the follow-up process will be measuring their use of the seminar skills.

Absolutely.  Many client companies utilize the systematic BNS  approach to preparation and planning (Planning Grid, Preparation Worksheet and Rehearsal) as well as the systematic BNS approach to beginning and conducting the negotiation across business units and globally. 

Managers require negotiators to submit a Planning Grid and Negotiations Worksheet (for major negotiations).  The resulting discussion creates a clear definition of success, understanding of the strategies and sends a strong message to negotiators as to the value and effectiveness of the process.

Yes.  While some companies prefer a more generic format, other companies want the role-plays, case studies and trainer examples to reflect their specific situations. 

Our BNS trainers spend significant time previous to the seminar working with client companies on this customizing process.