Clients engage ENS to help empower organizational competencies in negotiation and influencing. Below are six ideas to support this aim.
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.
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.)
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.
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.
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.
Link to Other Programs
Make ENS concepts part of the corporate culture by building links into other training courses and areas of work.