Organizational Competencies
Clients engage ENS to help empower organizational competencies in negotiation and influencing. Below are six ideas to support this aim.
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Organizational Process Observation
Appoint a process observer for your internal management meetings and other influencing events, such as formal negotiations. At periodic intervals the meeting pauses and the observer reports their process (not content) observations.
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Systematic Preparation for Significant Negotiations
Require that all major negotiations above a certain value (eg. $100,000) have formalised written documentation of ENS process preparation being undertaken prior to negotiation. (Workshop participants received ENS systematic preparation sheets for this purpose in their workshop manuals.)
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Post-Negotiation Audits of Significant Negotiations
Require that all major negotiations above a certain value have formalised post-negotiation process debriefings. Depending on the negotiation, participants might determine a quantitative as well as a qualitative indication of their achievements due to their enhanced negotiation skills.
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Create Implementation Forcing Mechanisms
To ensure development of negotiation skills, establish mechanisms to ensure compliance. For example, set a deadline (eg. in six months time) after which:
- No external negotiation over a certain value (eg. $100,000) may be undertaken without prior negotiation training
- All negotiations over a certain value (eg. $100,000) must have a trained negotiation facilitator (process manager) as a member of the project team.
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Internal Process Consulting
Establish a team of key individuals to be available to undertake the role of internal process consultant for critical negotiations. This role may include being present during formal negotiations as a passive process observer, or having the right of intervention as an active process facilitator. You might consider establishing a separate unit responsible for providing this service, and perhaps developing full-time positions. ENS training includes internal process consultant development programs.
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Link to Other Programs
Make ENS concepts part of the corporate culture by building links into other training courses and areas of work.
I would rate the course amongst the most highly dynamic I have attended. Operational training creates efficiencies in the delivery of our products and services with a minor effect on the bottom-line (10% - 20%). Negotiation training focused right in on where there is the potential to alter the bottom-line dramatically - up to 100%. I would urge anyone with a financial or human resource management responsibility to register your interest in future courses.
Once again I am able to put the excellent training I received in Chicago to good use. This time it was not our friends L-P but another customer that ended up telling me almost everything I needed to know to close the deal. It's amazing what you can glean by asking a few questions and then just listen. Many thanks once again for the opportunity to learn about your techniques, they will remain valuable tools in my kit bag.
Your workshop taught me how to think and act as a negotiator and not simply to accept supposed tried and tested theories or concepts.
The Professional Negotiator program has provided our management team with the techniques to optimise outcomes, irrespective of how simple or complex the negotiation environment.
I was able to keep a very important negotiation on track yesterday by focusing on building up the common ground. I was completely satisfied with the outcome as were all the other parties. There were times when we got into a bit of a stand-off about differences. When I refocused our attention to the common ground, the differences seemed much smaller. We were able to address the differences by building common future ground (agreed procedures) instead of different present ground.
By the way - this was the negotiation I planned during the course. When the face-to-face part started, it was much easier for me to guide the process toward my ideal content outcome.”
Thank you so much for your inspirational training program. I can say without hesitation that the ENS negotiator course was the best I have had the privilege to attend. Negotiation plays a vital role in my job and the tools that have been provided by ENS have definitely enhanced my negotiation skills. I have had several opportunities to use my new found knowledge and it has resulted in better than expected outcomes. I would thoroughly recommend the ENS Professional Negotiation and Influencing course to professionals wanting to enhance their negotiation skills and achieve improved outcomes.
I have been to the Harvard and Stanford negotiation courses and ENS outshines the others.
Excellent experience; 2 part workshop was a great idea, a good balance of theory and practice, professional trainer with amazing and relevant experience.
It’s the best newsletter I receive. It’s the only one I always read from top to bottom: print out, mark and read again. It’s great to receive a newsletter with short, well prepared, high quality content.
I have completed a Bachelors Degree and a MBA which gives you the theoretics of the business world. Your course ‘enables’ a business professional to negotiate and influence using the knowledge they have acquired through structured studies or practical experience. Your course is a must for any business professional who wants to navigate success in a fast paced, ego driven world. Ideally, I would like to see this type of course included in MBA programs offered by Universities.
ENS is the best process driven program available today, and I have looked at a lot of them. Based on the benefits derived it is the best value for money available.
I’ve now been on four negotiation courses and ENS is superior to the others in the following ways:
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Clear distinction between process and content, and the importance of process
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ENS manual is the most ‘content-rich’ resource on process that I have ever seen – the rest have ended up in the trash. This guide will remain in the collection on my desk for ready reference
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ENS client-oriented presentation made the workshop relevant to a very tough audience – our senior and executive management.
