The partnership agreement of a nationwide law firm needed renegotiating, amidst a culture of discontent and mistrust. We were called upon to help aid communication and negotiation within the organisation. The first national partners' meeting was held, as well as a series of negotiations planned and facilitated by us.
Personal needs are individual, powerful motivators. How will you remember this – particularly during the give-and-take of stressful negotiations?
In sports, the more results-oriented the participants the higher the ratio of time spent in practice and rehearsal. Few would consider walking on to the playing venue unrehearsed. Yet, in our ENS International negotiation strategy development consulting work, we find this is rather the norm than the exception.
Our client faced a major renegotiation with significant pressure from the other party on terms and time deadlines. Working with us before each meeting, the negotiating team set process objectives and tactics to slow the pace of negotiations. Both parties were satisfied with the terms and timing of the negotiations.
