Meeting/Event Information

November Professional Development Meeting

November 01, 2017
5:00 PM - 8:15 PM

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Salvatore’s Italian Gardens
6461 Transit Road
Depew, NY 14043

About the Event: Laws of Negotiating - A joint meeting with ISM


  • Know Your Leverage – When and How to Use It
  • The Opening Minutes are Critical – So Watch Your Words Carefully
  • Re-Target the Negotiation on Your Agenda
  • Aim High Enough to Give Yourself Room to Move
  • Get the Seller's Entire Shopping List Before Trading Anything
  • Make the First Concession Incrementally Small
  • Give Each Concession its Highest Psychological Value
  • Look for Trade-offs that have High Value to the Supplier but Low Cost to Your Company
  • Tough on the Issues – But Gracious With People
  • Plus more power-packed guidelines


5:00 Cash Bar meet & greet
6:00 Serving sit down dinner
7:00 Speaker Presentation
8:00-8:10 QA/ wrap up evening event

About the Presenter: Joe Rice 

During the last 24 years, Joe Rice has taught BNS' How to Deal With Back Door Selling workshop to over 3000 people at such companies as Medtronic, Lockheed Martin, GM University, Allison Transmission, Sherwin Williams, Constellation Energy, Smuckers, Ingersoll-Rand, Southern California Edison and Publix Supermarkets (where he served as Director of Indirect Procurement).

Mr. Rice has over 32 years in the purchasing arena, starting as an equipment buyer and working his way up to the Director level of one of the largest supermarket chains in the country. He has also served as a project and program manager.

That background has served Joe well as he has conducted BNS' Real World Negotiating™ Seminar at such companies as Honeywell, Lockheed Martin, Delphi Automotive, General Motors, Federal Mogul, Edward Jones, Royal Caribbean Cruise Lines, Freescale and Arizona Chemical.

With a Bachelor's degree in the Social Sciences, a Masters in Organizational Management and a lifetime CPM certification, Joe brings a wealth of education and "hands on" knowledge to the training of negotiating skills.

Joe owns TJ Consulting of Lakeland, Inc., specializing in delivery of real world skills to buyers, sellers and technical professionals.

About the Meal

Select one of the following entrees:

-14oz Prime Rib (boneless cut with au jus)
-Chicken Parmigiana
-Vegetarian Lasagna 

Also included with our sit down dinner is:

-Fresh garden salad
-Roasted rosemary baby red potatoes
-Green beans with roasted red peppers
-Apple Cobbler with salted Carmel Ice Cream






$30.00 Member

$30.00 Guest

$20.00 Member not in Workforce or Retired

$20.00 Full Time Student Member

$20.00 Full Time Student Non Member


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