This fast-paced and intense course is designed to introduce all skill levels to the ENS approach to negotiation, covering the foundation skills and concepts key to the ENS Model. Highly practical, we use rehearsal techniques and real-world examples to their fullest potential.
The course is presented over four days. On the first two days, participants are introduced to the ENS Model and approach to negotiation. A two-week break is then provided for participants to implement what they have learnt. After the break, participants reconvene to reflect and build on their real-world experiences. On the last day, participants develop a strategic plan to help them in their own negotiations.
Participants of this course will learn how to:
- Diagnose the underlying negotiation and influencing process
- Understand what drives the other party
- Identify and manage the differences between how we negotiate and what we negotiate about
- Use flexible styles intentionally
- Obtain meaningful concessions and break deadlocks creatively
- Manage the 'atmospherics'
- Employ a wider range of tactics to alter the balance of power
- Obtain meaningful concessions and break deadlocks creatively
- Structure and use language to gain co-operation
- Intentionally manage the sequence of the influencing process
- Prepare more systematically to your advantage
- Generate strategic options
- Lock-in commitment to lasting agreements
