Insights

  • ENS Team
  • Posted by ENS Team

Negotiators and influencers use tactics in an attempt to alter the perceptions as to who has the most power. It's common to think of these tactics as being rather tough-minded manoeuvres pushing the other party into action.

turbulent times for negotiations
  • ENS Team
  • Posted by ENS Team

Our last article ‘Negotiation in Uncertain Times’ was well received, so this article will comment further on the tough challenges for negotiators in times of economic downturn.

the principles of effective persuasion
  • ENS Team
  • Posted by ENS Team

Skilled negotiators and influencers have long recognized the power created by linking views with those who hold authority. Then when this 'authority' power is allied with the drive to remain consistent, it becomes a powerful combination to strongly influence mindsets.

  • ENS Team
  • Posted by ENS Team

There is considerable evidence that men routinely claim a greater share of resources when negotiating. Research shows that differences in ethical standards are a plausible reason for this disparity with men consistently showing more acceptance of, and willingness to use, unethical negotiation tactics.

  • ENS Team
  • Posted by ENS Team

The COVID-19 pandemic has highlighted how globalized supply chains can become severely weakened when there is limited availability of raw materials, manufacturing capacity and logistical support. Many organizations are now rethinking and renegotiating their supply contracts to account for new work practices, government-imposed restrictions, site closures, delivery delays, and diversification of suppliers.

  • ENS Team
  • Posted by ENS Team

What could have United done to avoid such an incident? What elementary negotiation tips could have been applied?

danger of consistency
  • ENS Team
  • Posted by ENS Team

Who made the first main statement in your last negotiation, and how did they make it? Consider both a major negotiation between your organisation and another, and a minor situation of interpersonal influencing within the family.

negotiation preparation
  • ENS Team
  • Posted by ENS Team

Whether you are asking for additional resources, agreeing terms with a supplier, conducting a staff performance review or discussing your next ...

  • ENS Team
  • Posted by ENS Team

The concept of ‘mindfulness’ has polarised popular culture in recent years. So what is ‘mindfulness’ and how does it apply to negotiation?

  • ENS Team
  • Posted by ENS Team

The skilled negotiator appreciates that verbal communication includes listening as well as talking. Good listening is regarded as the most critical of our negotiating skills. It requires constant practice. When negotiating, we make decisions based on what we hear, as well as on what we observe.

  • ENS Team
  • Posted by ENS Team

How are you handling your pricing negotiations in the current environment?

  • ENS Team
  • Posted by ENS Team

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.