Articles

Written by ENSI and its network members, these articles explore fundamental ideas underpinning negotiation. Both conceptual perspectives and practical implementation are fully investigated.

Articles
CASE STUDIES
All
Needs

False Assumptions

Consider the last time you misunderstood the tone or context of an email. While sometimes we trust our instincts, occasionally our first reaction...
Michael Hudson
Tactics

Changing Procurement Negotiation Strategies

Procurement negotiation strategies need to change over the next year if purchasers are to continue to add value to their organisation’s bottom line.
Gary Oakley
Style

Dealing with Hard Line Behaviour

It is certainly not easy to consider any form of 'aggression' as an appropriate response during negotiations. The word itself seems harsh ...
Michael Hudson
Needs

Negotiation and Egocentric Misperception

A major difficulty acknowledged in negotiation and conflict resolution research is that parties tend to exaggerate the degree to which...
Michael Hudson
Tactics

The Operation of ʻJudicious Aggression’

As negotiators we need to know how to protect ourselves from aggressive behaviour. Yet we also need to appreciate that...
Michael Hudson
Style

Controlling Negotiation

Is it true that to ‘win’ in a negotiation you must be in control? Does business require strong leadership?
Tony Monaghan
Tactics

How to Select Your Lead Negotiator

“I’m the boss, I’ll take the lead!” Could this be a big mistake? The title ‘boss’ does not necessarily make them a good negotiator.
Michael Hudson
Style

Fight or Flight? Tips on managing emotional response

When the chips are down, do you push forward or do you roll over? For many of us the urge will be to continue to compete.
Michael Hudson
Tactics

Fake Negotiations

How do people differentiate between fake and real news? And how do we apply our ‘bullshit meter’ to detect spin, distraction or straight deception?
Tony Monaghan
Style

Unethical Tactics in Negotiations – Is there a gender difference?

There is considerable evidence that men routinely claim a greater share of resources when negotiating. Research shows that differences in...
Michael Hudson
Press Release

ENS International attains accreditation from IChemE

ENS International attains accreditation for Expert Negotiation and Influencing Course from the Institution of Chemical Engineers – IChemE.
Jennifer Kelly
Climate

How Important is ʻTrustʼ in Negotiation

'Trust', the big 'T' word! Many theorists prescribe that you must build trust in negotiations. But practically, is trust necessary?
Michael Hudson
Climate

Hoe Belangrijk is ‘Vertrouwen’ Tijdens Onderhandeling

“Vertrouwen”, het belangrijke “V” woord! Veel wetenschappers dicteren dat je vertrouwen moet opbouwen tijdens een onderhandeling.
Michael Hudson
Style

Dealing With Deception In Negotiations

While most negotiators think they are good at catching deception, the fact is most of us are not. Studies show our hunches about the other party lying
Michael Hudson
Style

Omgaan Met Bedrog Tijdens Onderhandelingen

De meeste onderhandelaars denken dat ze bedrog goed in de gaten hebben. De waarheid is dat de meesten van ons daar niet goed in zijn.
Michael Hudson
Needs

6 Ways to Improve Empathy in Negotiations

Being able to show empathy is an absolute requirement for an effective negotiator. Evidencing lack of empathy can lead to very poor outcomes.
Michael Hudson
Needs

6 Manieren om Empathie in Onderhandelingen te Verhogen

Empathie kunnen tonen is een absolute vereiste voor een effectieve onderhandelaar. Het is bewezen dat een gebrek aan empathie leidt tot ...
Michael Hudson
Tactics

Trump: Managing Deadlocks

After the failed meeting in Hanoi between USA President Donald Trump and North Korean leader Kim Jong-un, Trump expressed to the media...
Michael Hudson
Climate

Negotiation And Emotion

Emotion versus logic. Which takes precedence? At times we all experience strong feelings and during stressful situations these can erupt.
Michael Hudson
Climate

Onderhandeling en Emotie

Emotie versus logica. We ervaren allemaal wel eens sterke gevoelens en in spannende situaties kunnen deze sneller de overhand nemen.
Michael Hudson
Phases

Pre-Negotiation Mental Preparation

Research shows that awareness of the present moment influences negotiation success. What is ‘mindfulness’ and how does it apply to negotiation?
Michael Hudson
Style

Should you be a tougher negotiator?

8 ways to becoming a tougher negotiator
Michael Hudson
Style

Zou je een Hardere Onderhandelaar Moeten Zijn?

8 manieren om een hardere onderhandelaar te zijn
Michael Hudson
Needs

Response to 'Win Win Is Only One Option'

ARTICLE RESPONSE Here is a most interesting response from an ENSI client enlarging on our view that ‘win/win’ is only one option.
Michael Hudson
Style

Win Win Is Only One Option

A number of years ago, ENSI surveyed clients on their views regarding the concept of ‘win/win’. Most respondees indicated they experienced...
Michael Hudson
Style

Win Win is maar Een van de Opties

Een aantal jaren terug hebben we een aantal klanten geïnterviewd over hun mening over het concept Win/Win. De meeste respondenten...
Michael Hudson
Climate

10 Building Blocks Of Trust

Being ‘trusted’ is the key to relationship survival. Building relationships is critical for negotiators.
Michael Hudson
Climate

10 Bouwstenen Voor Vertrouwen

Vertrouwd zijn is de sleutel tot het overleven van een relatie. Het opbouwen van relaties is van cruciaal belang voor onderhandelaars.
Michael Hudson
Needs

Personal Needs Drive Negotiations

Personal needs are individual, powerful motivators. How will you remember this – particularly during the give-and-take of stressful negotiations?
Michael Hudson
Tactics

When Does ʻYes, but…ʼ Mean ʻNO!ʼ?

When dealing with negotiators who are driven by personal needs you sometimes need to strengthen your acceptance with reservations and conditions.
Michael Hudson
Tactics

Beware of the Opening Move Anchor

We tend to give disproportionate weight to the first information we receive when we are required to make decisions. This is important for negotiators.
Michael Hudson
Climate

Agreeing Negotiation Protocols

Negotiation commonly relies on some form of rules of engagement, sometimes unspoken. These standards of conduct or protocols help clarify and...
Michael Hudson
Phases

Give to Get Concession-Trading

Never give anything away without getting something back is an old negotiation adage. Yet how well is this performed?
Michael Hudson
Phases

The True Value of Negotiation Preparation

“Poor Pre-Negotiation Preparation Triples Post-Negotiation Effort” Michael Hudson, Founder ENSI
Michael Hudson
Needs

Does ʻFaceʼ Impact On Negotiation?

Is saving ‘face’ as important for negotiators in Western cultures as it is for those in the East?
Michael Hudson
Style

How Well Do Women Negotiate?

Women can't negotiate. Oh really? On the contrary we are always negotiating. We just don’t give ourselves credit for it – in fact...
Melanie Lilley
Climate

When Is A Deadlock Not A Deadlock?

Without ever speaking in public, Ms. Kim managed to outflank President Trump’s envoy, Mike Pence, to the Winter Olympics in...
Susie Maloney
Style

The Principles Of Effective Persuasion

Skilled negotiators and influencers have long recognized the power created by linking views with those who hold authority...
Michael Hudson
Needs

The Power Of Saying ʻSorryʼ

Negotiators and influencers use tactics in an attempt to alter the perceptions as to who has the most power. It is common to think of these tactics...
Michael Hudson
Phases

How To Exchange Concessions In Negotiations

A major influencing force identifiable in all cultures is the social expectation of reciprocity. If I do something for you then you will do...
Michael Hudson
Needs

Wat kunnen we leren van de huidige ‘onderhandelingen’ tussen de VS en Noord Korea?

Komt er oorlog tussen de Verenigde Staten van Amerika en Noord Korea?
Leo Wielstra
Needs

What can we learn from USA and North Korea’s current “negotiations”?

The question is sometimes asked by my negotiation consulting clients – what is the prospect of a war between the United States and North Korea?
Leo Wielstra
Phases

Negotiating With The Referee

Now that World Cup soccer fever is on the rise again (congratulations to the Socceroos on qualifying for the World Cup 2018) we can reflect...
Michael Hudson
Tactics

Leadership is the process of effective influencing

Influencing is everywhere. Yet many of us are oblivious. To skilled influencers it is second nature, like breathing. They deeply understand...
Michael Hudson
Climate

Afraid to Negotiate?

Fear is the invisible guest at every negotiating table. Negotiation by definition creates the premise that you may not get what you want.
Tony Monaghan
Tactics

Tactics & The Perceptions Of Power

One of the secrets of successful negotiators is that once you identify a tactic the other party is using, it helps remove the power that tactic...
Michael Hudson
Climate

The Surprising 'Third Party Effect'

How can so many third parties be managed? Impossible, you might say?
Michael Hudson
Tactics

Tactiques Footballistiques - Negotiation Tactics and Football

Tactiques Footballistiques Negotiation Tactics and Football
Andy Marko
Style

Which Are The Best Questions to Create Peace?

With recent headlines filling the news of nations ready to take arms; are there useful lessons to learn from past negotiations to bring back peace?
Jacobus (Sjaak) van Vliet
Needs

Dig Deeper Into Hidden Agendas

In your own negotiations, are you watching and listening to detect and take into account the real (hidden?) meanings behind what is being said?
Michael Hudson
Phases

End A Negotiation Stand-Off With These Tips

When nations collide on issues that impact the world with potentially major consequences, we all sit up and watch. What is the nature of deadlocks?
Michael Hudson
Tactics

How To Make An Alliance Work

Whether we like it or not, the reality of being able to get something accomplished may well rely on negotiating a strategic alliance with...
Michael Hudson
Phases

The Importance Of Naming The Event

‘We’re in discussions…’ announced one side. ‘We’re in ongoing negotiations’ states the other. This interesting variation in their choice of words is..
Michael Hudson
Climate

To Smile or Not To Smile

Positive body language including the use of the smile is commonly regarded as being helpful for engendering feelings of rapport and...
Michael Hudson
Style

The Surprising Danger of Consistency

Psychologists have long recognised the power of what is called 'the consistency principle'. What this means is that we all have a strong drive to...
Michael Hudson
Style

Negotiation Power & Handshakes

USA President Donald Trump has made plenty of headlines lately, not least with his clearly assertive approach to the handshake.
Michael Hudson
Needs

Open confusion

Open questions are well-defined and are often the least understood and used of all negotiating skills. People intend to engage positively...
Tony Monaghan
Style

How does gravitas occur?

I recently posed the question ‘how does gravitas occur’ to the CEO’s of three of Australia’s largest companies and their response may surprise you.
Geoff Powell
Phases

Facing your toughest negotiation foe… yourself

It’s an interesting moment, which frequently emerges when we develop professionals’ negotiating and influencing capacity - the realisation...
Edwina Swan
Needs

L’immense défi d’Emmanuel Macron

Quelle sera sa stratégie de négociation et d’influence pour rassembler les perdants, les opposants et les déçus?
Andy Marko
Needs

You hear me but do you perceive?

It sounds so simple: say what you mean. But all too often, what we try to communicate gets lost in translation despite...
Style

Women can’t negotiate?

Oh really? On the contrary, women are always negotiating. We just don’t give ourselves credit for it – in fact do we actually realize that...
Melanie Lilley
Phases

Tips on Managing Crisis Negotiations

Fundamental to managing a business crisis effectively is our ability to remain calm and in control, and to continue to...
Michael Hudson
Climate

Negotiation and Ethics

When you're caught up in the heat of a complex, high-risk negotiation, how much attention do you give to your ethical base? After all, in the...
Michael Hudson
Tactics

The Impact of Pre-Negotiation

Unskilled negotiators are often unaware of how early the influencing process commences. Our research and experience suggests that over 80% of...
Michael Hudson
Needs

In negotiation, does emotion defeat logic?

A surprising number of our decisions are based on emotion rather than logic. This may not necessarily be a bad thing, as...
Michael Hudson
Style

How to Avoid an International Incident – Effectively negotiating in Other Countries

Cross-cultural negotiation can be a potential minefield. It calls upon many of the same skills required to negotiate in your own backyard, but...
Michael Hudson
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