Insights

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In a scene from the movie The Imitation Game, a teenage Alan Turing first discovers Cryptography from his fellow student Christopher Marcom who describes the code of cryptic as “messages anyone can see but no one knows what they mean unless you have the Key”.

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'We're in discussions…' announces one side. 'We're in ongoing negotiations' states the other. This interesting variation in their choice of words is significant as each side is trying to play up or play down the importance of what is in fact occurring.

deception in negotiation
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Looking for a range of deception clues gives us the capacity to distinguish fact from fiction, truth from lies but how we deal with them once...

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8 manieren om een hardere onderhandelaar te zijn

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Tactiques Footballistiques Negotiation Tactics and Football

third party effect
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How can third parties be managed? Impossible, you might say?

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Rather than calling on the 'fifth amendment' right to remain silent, wide use has been made of what negotiators recognize as the concept of 'plausible deniability'. Most commonly this tactic masquerades as the 'I didn't know – no-one told me anything'. An attempt to negotiate their way out of an awkward situation.

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

the old enemy lack of time
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In any negotiation both sides potentially have a finite amount of time available for preparation, and we certainly are not advocating spending more time through rehearsal. The difference between the parties is not the amount of time spent in the preparation, but rather the quality of how the available time is used.

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Fundamental to managing a business crisis effectively is our ability to remain calm and in control, and to continue to trade while the crisis is managed. Although the crisis may be very big for us, customers and stakeholders want to continue to do business and our capacity to meet their needs while we negotiate the crisis is a major measure of our effectiveness.

The Operation of Judicious Aggression
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As negotiators we need to know how to protect ourselves from aggressive behaviour. Yet we also need to appreciate that in certain negotiating contexts aggression could be a necessary action. Such contexts include dealing with crisis situations.

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Positive body language including the use of the smile is commonly regarded as being helpful for engendering feelings of rapport and connectedness between people. As negotiators, we may smile when seeking to create an atmosphere of friendliness and willingness to work together.