Since ENS was established in 1978, it has become the trusted partner of global brands and large corporations. To understand the pivotal role ENS has played in various industries, here are a few stories of how our programs have transformed the way people and organisations view negotiations and the successful outcomes it has helped achieve.
A negotiation case study video about using scale to improve buying in Europe.
The possibility of a second five-year marketing agreement between the world's largest producer of a certain commodity and a major trading house looked to be destroyed. Our advisers were called in by the producer company to give process advice, check the quality of preparation and to rehearse the team. The second agreement was signed to the benefit of both parties.
A client in the energy industry was faced with complex workplace negotiations and impending hostile strike action. ENS was called in to intervene and facilitate peaceful negotiations between the two parties.
A client in the printing industry needed to conduct three separate negotiations quickly to avoid threatened strike action. We helped all sides to focus on relationship aspects and 'humanise' the process. Negotiations were concluded quickly, industrial action was avoided and the level of hostility significantly reduced.
A client received a demand for a cost increase of over 20%. ENS trained the negotiating team and developed a negotiating strategy that focused on identifying and managing risks via structured questioning. After the negotiation, costs were reduced by more than 20% without straining the business relationship.
The client was renegotiating an annual supply contract with a large supplier that set a contract price based on faulty assumptions on upward annual price reviews.