Negotiation

Program name

ENS Negotiation & Influencing®

Target group

Any person leading or supporting negotiations (typically sales/ account management/ sourcing teams, but also support functions like commercial finance, legal, operations and buyers. 

Content

Introduction of the ENS model and systematic preparation methodology, and provides participants with opportunities to work on their own current or upcoming negotiation within the ENS framework. The ENS model is powerful and practical, a holistic approach to negotiation that is flexible enough to work in all influencing situations. We work with many different cases and vary general cases with real negotiation cases of the participants. The set-up is highly interactive and workshop ratings score between 9 and 10.

Expected outcome & results

The participants will achieve more successful negotiation and influencing outcomes as they will be better able to:

• Understand and apply negotiation & influencing process, tactics and skills
• Diagnose the underlying negotiation and influencing process
• Understand what drives the other party
• Identify and manage the differences between how we negotiate and what we negotiate about
• Use flexible negotiation styles intentionally
• Use various tactics and counter tactics effectively

Learnings for me and my team

The participants will enter the very next negotiation with enhanced skills and confidence in ability to influence others and successfully negotiate the outcomes desired.

• Employ a wider range of tactics to alter the balance of power
• Structure and use language to gain cooperation
• Intentionally manage the sequence of the influencing process
• Prepare more systematically to their advantage
• Lock-in commitment to lasting agreements