ENS teaches the basics of negotiation through our unique Process Framework. Our framework composes of 5 steps including:

• Diagnose Needs
• Choose Style
• Control Climate
• Identify and Use Tactics
• Manage Phases

Negotiation is one of the most important skills. Whether it is for workplace management, conflict resolution, or getting an edge with agreements and contracts, negotiation is an understated tool for business and personal relationships.

People come together to negotiate and influence each other because they have needs they want to meet. Negotiation is about designing solutions that maximise the satisfaction of needs. Therefore, when planning a systematic approach to managing the process of negotiation, it is critical we understand people’s motivations.

You can train for a negotiation by attending an ENS course.

Our experiential workshops and negotiation skills courses deliver revealing insights based on psychology and neuroscience. The ENS Negotiation Process Frameworks, techniques and methodologies give you key insights into human behaviour and provide tools that will assist you in achieving enhanced business objectives. 

We also provide consulting services where our highly trained facilitators will help you prepare for specific negotiations and reach the wanted outcomes.

Gain the edge in your negotiation processes with our negotiation strategists on your team. Whether you are negotiating a project outcome or influencing an internal change process, we have the experience to support and guide your team in world class negotiation and influencing approaches. With flexible consulting engagements, we can help you with the specific experience to best suit your requirements.

A good negotiator uses the ENS Process Framework and thinks about the other party’s needs before their own so that they are always a few steps ahead. Preparation is also a key skill in a good negotiator as the outcomes heavily depends on how prepared you are.

Unskilled negotiators often only consider their own side’s organisational needs. Semi-skilled negotiators may try to identify the other party’s organisational needs, but this is where they stop. They fail to try to understand the other party’s personal needs. They also fail to acknowledge their own personal needs.

Both sides in a negotiation are there because they have needs. You have needs you want to satisfy, and so does the other side. To manage the negotiation and influencing process you must be able to diagnose the other party’s needs as well as your own.

Highly skilled negotiators carefully seek to understand the personal ‘hidden agendas’ of the other party – their underlying, intangible, mostly unstated needs. These personal needs may be the most powerful influencing forces on the decision-making of the individuals involved.

ENS teaches the basics of negotiation through our unique Process Framework. Our framework composes of 5 steps including:

• Diagnose Needs
• Choose Style
• Control Climate
• Identify and Use Tactics
• Manage Phases

More than ever in this fast-moving world, it is critical we stay focused on ensuring our negotiation strategies are developed systematically in a disciplined, step-by-step approach. This is definitely not the area to think you can ‘save’ time and money.

The evidence is quite clear. Failing to prepare systematically in the pre-negotiation time commonly ends up with you spending at least three times more time and money in the post-negotiation time ‘fighting the fires’ lit by poor preparation.

If you already have negotiation basics but want to step up to the next level, or you have this negotiation coming up and want to be prepared, Negotiation consulting might be the solution. With your own Negotiation strategist on call to support your negotiations within your business, you could influence change outcomes over an extended period. Our retainers are flexible, allowing you to utilise world class experience and knowledge as your business requires.

The best way to become a better negotiator is through training and experience. Our active negotiation skills courses deliver revealing insights based on psychology and neuroscience that you then put in practice during the workshop.

Once you have learnt the negotiation and influencing basics and how to use and apply the ENS Process Framework, you can go further and gain the edge in your negotiation processes with our negotiation strategists on your team.

Whether you are negotiating a project outcome or influencing an internal change process, we have the experience to support and guide your team in world class negotiation and influencing approaches.

With flexible consulting engagements, we can help you with the specific experience to best suit your requirements.

There is not one best negotiating trick, it all depends on the situation. At ENS, we believe it is not about the content so much, but about the process.

ENS teaches the basics of negotiation through our unique Process Framework. Our framework composes of 5 steps including:

• Diagnose Needs
• Choose Style
• Control Climate
• Identify and Use Tactics
• Manage Phases

ENS teaches the basics of negotiation through our unique Process Framework. Our framework composes of 5 steps including:

1. Diagnose Needs
2. Choose Style
3. Control Climate
4. Identify and Use Tactics
5. Manage Phases

A Negotiation Strategy is a plan that will help you achieve your goal. There are different approaches available – we have listed below the main ones with negotiation examples:

Win/Lose or Compete: when you stand up for something in which you strongly believe, or simply want to beat the other side, even if it leads to confrontation. Examples of this approach can be seen in take-over negotiations, mergers and acquisitions, or in buying a new car.

Lose/Win or Accommodate: when you decide to yield to the other party possibly focusing on a longer-term gain. Examples are anything to do with ‘losing the battle to win the war’.

Lose/Lose or Avoid: when you judge the matter to be trivial, or is better postponed to another time, or where ‘winning’ is represented by least loss. Examples of the latter are often seen in labour relations negotiations and commonly in personal divorce negotiations.

Small win/win or Compromise: when it is expedient to accept a partially satisfactory agreement. With time running out, many negotiators knowingly settle for a sub-optimal solution perhaps agreeing to ‘split the difference’.

Big Win/Win or Collaborate: when you want to take the time to search for an integrative solution that fully meets or exceeds the needs of all parties. A win win negotiation may be particularly important for sustaining a key long-term relationship.

What is a genuine ‘win/win’? In theory, it may be defined as an integrative negotiated outcome in which all the parties believe all creative options have been researched fully taking into account each other’s needs and reaching a final agreement that cannot be improved on.

Negotiation helps us develop other soft skills such as:

• Listening
• Communication
• Conflict resolution
• Problem solving
• Influencing
• Analysis