Benedict Negotiating Seminars, Inc. – Purchasing

What specific seminars does BNS offer?

No matter where in the world BNS' negotiating seminars are presented, the goal is still the same as it was in Robert Benedict's first session in 1984 – "A minimum of theory and a maximum of readily useable skills." Our focus continues to be on participants achieving identifiable, measurable results.

Real World Negotiating™ is our flagship course and has been the negotiating seminar of choice for purchasing, procurement and supply chain professionals around the world.


How to Strategically Prepare for a Negotiation is an interactive course on a practical procedure to plan and prepare for any negotiation in the buyer/seller arena.


Few negotiations are more difficult than those with Single and Sole Source Suppliers. With seemingly little or no negotiating leverage for the buying company, even minor concessions from the supplier seem grueling to obtain.


Back Door Selling is a whole series of probing questions that salespeople are meticulously taught to ask – primarily technical people – well in advance of the formal negotiations.


Why do companies choose BNS to implement their negotiations training?

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 show a company how to do it.

Specifically, why are the participants in the BNS seminars experiencing results

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.

Can the BNS seminars create a new negotiating "culture" at a company?

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.

Does BNS customize the seminar materials to the needs of the client?

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.