Success Stories
Our objective is to empower your negotiation success. Our clients have succeeded by collaborating with us on both consulting and training assignments. Here are some examples.
-
Strategic Response to a Price Increase Demand
The client received a demand for a cost increase of over 20%. Our role was to help develop the negotiation strategy and prepare the negotiating team. We focused the negotiation strategy on managing project risk, identifying and discussing risks via structured questioning. Costs were reduced by more than 20% and the business relationship was enhanced. Read More
-
Humanising the Process of Hostile EBA Negotiations
A client in the printing industry needed to conduct three separate negotiations quickly to avoid threatened strike action. We helped all sides to focus on relationship aspects and 'humanise' the process. Negotiations were concluded quickly, industrial action was avoided and the level of hostility significantly reduced. Read More
-
Slowing the Pace of Negotiations
Our client faced a major renegotiating with significant pressure from the other party on terms and time deadlines. Working with ENS before each meeting, the negotiating team set process objectives and tactics to slow the pace of negotiations. Both parties were satisfied with the terms and timing of the negotiations. Read More
-
Testing The Walk-Away Price
Our client was renegotiating an annual supply contract with a large group which had made assumptions regarding our client's 'normal' acceptance of upward annual price reviews. During the three-day ENS training program, the 'Range' concept was discussed in detail. The client secured a $30,000/year saving on a 'standard' contract. Read More
-
Achieving Cultural Shift in Work Place Agreement Negotiations
Our client in the Energy Industry faced a complex and hostile series of work place negotiations. ENS was engaged to focus on achieving a 'Cultural Shift' to help change the negotiating mind set on both sides. Negotiations were concluded quickly, at low cost and with dramatically improved working relationships. Read More
-
Restoring Predictability in a World-Wide Commodity Agreement
The possibility of a second five-year marketing agreement between the world's largest producer of a certain commodity and a major trading house looked to be destroyed. ENS advisers were called in by the producer company to give process advice, check the quality of preparation and to rehearse the team. The second agreement was signed to the benefit of both parties. Read More
-
Partners Face Each Other
The partnership agreement of a nationwide law firm needed renegotiating, amidst a culture of discontent and mistrust. We were called upon to help aid communication and negotiation within the organisation. The first national partners' meeting was held, as well as a series of negotiations planned and facilitated by ENS. Read More
For more information about our consulting services, or to discuss how we can help you succeed in your next negotiation, contact us.
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:
-
Clear distinction between process and content, and the importance of process
-
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
-
ENS client-oriented presentation made the workshop relevant to a very tough audience – our senior and executive management.
