Negotiation

A program in which you are taught how to achieve better negotiation results in an inspiring manner. We deploy a practical and effective method that focuses on negotiating and influencing. The model is so flexible that it can be applied in practically any situation.

Program name

ENS Negotiating and 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

Training approach

  • Personal
  • Interactive
  • Game or case
  • Action learning
  • Debate & discussion
  • Personal feedback


Competencies learned

  • Power balancing
  • Process management
  • Smart use of words
  • Systematic preparation
  • Self-assurance
  • Impact
  • Courage

 

Now also available as open course!

Open course ENS Negotiation & Influencing®  

How can leaders influence more effectively

An expert's guide to effective influencing, persuasion and negotiation techniques in a leadership role

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