Insights

  • ENS Team
  • Posted by ENS Team

'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.

  • ENS Team
  • Posted by ENS Team

8 manieren om een hardere onderhandelaar te zijn

  • ENS Team
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Tactiques Footballistiques Negotiation Tactics and Football

  • ENS Team
  • Posted by ENS Team

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.

  • ENS Team
  • Posted by ENS Team

On Sunday, May 7, 2017 Emmanuel Macron was elected president of the French Republic. By May 14 at the latest, he will hold the reins of France. What will be his strategy of negotiation and influence to bring together the losers, the opponents and the disappointed?

  • ENS Team
  • Posted by ENS Team

Britain voted to leave the European Union on 23rd June, 2016. Just six days later, Donald Tusk, president of the European Council, stated that there would be ‘no negotiations of any kind until the UK formally notifies its intention to withdraw’. In other words, until Britain triggered Article 50, there was nothing to talk about.

the old enemy lack of time
  • ENS Team
  • Posted by ENS Team

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.

The Operation of Judicious Aggression
  • ENS Team
  • Posted by ENS Team

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.

  • 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.

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

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.

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.

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