A sophisticated approach
to Negotiation + Influencing
ENS Negotiation Methodology
There’s no quick fix or magic tactic when it comes to negotiation and influencing.
For over 40 years ENS has been developing a sophisticated negotiation framework, providing a platform for all negotiators to achieve optimum outcomes. Every negotiation, from simple interactions to the most complex and intricate global projects, requires a tailored approach. ENS provides a model that can be easily applied across all levels of negotiation.
Why Negotiation and Influencing?
Mastering Negotiation and Influencing is key to transform the way you do business, enhance your leadership approach and improve interactions in your daily situations.
Whether you are focused on workplace management, conflict resolution or getting an edge with agreements and contracts, negotiation is a core capability for business and personal success. Persuasion, negotiation and social influence are among the Top 15 skills employers see rising in prominence in the workforce of today.
The ENS approach to Negotiating and Influencing goes beyond the negotiation table. Based in corporate psychology, the model focuses on developing behavioural and leadership change and long term outcomes for all stakeholders.
In this video, Negotiation Strategist Gary Oakley talks about the ENS approach and why Process is so important.
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Return on investment reported by a client following the implementation of ENS framework into their organisation.
of ENS participants would recommend ENS to their friends and colleagues.
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Persuasion, negotiation, emotional intelligence and social influence are among the top 15 skills employers see as rising in prominence in the lead up to 2025*.
Click below to learn more about the ENS Framework methodology, our Training and our Consulting service:
Interpreting the ProfileThe Profile is based on the internationally accepted ENS Negotiation and Influencing model that has evolved over 40 years. We have developed this model from our work in the field of negotiation with people from many different backgrounds. Research and experience have shown that the ENS model accurately reflects the processes that underlie negotiation, influencing and conflict resolution. The Profile assesses 19 desirable competencies that successful negotiators and influencers should be able to employ at a depth appropriate to the level and importance of the negotiations they undertake. The primary objective of the Profile is to enable the person being reviewed to understand their personal strengths and weaknesses in the skills of negotiation and influencing. The Profile results enable the design of development activities both to overcome areas of weakness and to build on identified strengths.
Accelerate business growth through a sophisticated and psychology-based approach to Negotiation and Influencing.
Negotiation is about designing solutions that maximise outcomes for multiple stakeholders who all have different motivators. A systematic approach to managing the process of negotiation is critical to understand individual motivators and achieve optimum results.
Content vs Process
While it is common to think negotiating is all about content and what you are negotiating, experience shows that a process based on psychology and behaviour will have far more impact on the outcome.
The ENS methodology will give you the tools to achieve more than you thought possible – whether you need to grow your business, revenue, your people, your performance or your career.
Become an effective negotiator
Unskilled negotiators often only consider their own organisational needs. Semi-skilled negotiators may try to identify the other party’s organisational needs, but this is where they stop. They often fail to consider the other party’s personal needs – sometimes also failing to acknowledge their own personal needs.
Highly skilled negotiators think about the other party’s needs before their own. They carefully seek to understand the personal ‘hidden agendas’ of the other party – their underlying, intangible, mostly unstated needs. These personal needs may be the most powerful influencing forces on the decision-making of the individuals involved.
Strategic preparation is also vital to the successful negotiator and the ENS approach provides practice and tools to support even the most complex negotiations.
Our experiential programs develop better negotiators through increased knowledge of negotiation, practical real-world exercises and a sharing of expertise from global leaders in the field.
More than ever in this fast-moving world, it is critical to stay focused on ensuring our negotiation strategies are developed systematically and applied with a deep understanding of the process of negotiation. Lack of effective preparation will leave opportunities on the table and result in sub-optimal outcomes.
Our experiential negotiation skills programs deliver revealing insights that you will put into practice during the workshop. The ENS Negotiation Process Frameworks, techniques and methodologies give you key insights into human behaviour and provide tools that will assist you in achieving enhanced business objectives.
Real-world scenarios and a focus on negotiation preparation
ENS offers an extensive range of negotiation programs suitable for individuals and companies. We address your business specific needs with tailored negotiation training, to achieve positive outcomes and long term relationships.
You will become an effective negotiator achieving long term success and gaining the necessary skills and confidence to successfully negotiate at work and in personal situations.
You will gain an in-depth understanding of the 5 steps of the ENS methodology:
- Diagnose Needs
- Choose Style
- Control Climate
- Identify and Use Tactics
- Manage Phases
Our digital Knowledge Hub supports your learning providing all the tools and strategies you need to optimise every negotiation in an easy to access digital solution. Every participant is provided with templates to guide you for your next negotiations: ENS Systematic Preparation and Checklist, ENS Negotiation Process Observation summaries, ENS Post Negotiation Review and the prompt cards to provide you with knowledge at your finger tips.
Learn more about our face-to-face and virtual Public Courses and In-Company Training.
Are you leaving money on the table?
Even if you are an experienced negotiator, complex negotiations in today’s fast paced world call for a tailored approach. Our Negotiation Consulting solutions give you the winning edge.
When you face high-stakes negotiation situations, consider talking to a negotiation strategist who can guide you through a detailed process, assisting in the formulation of effective strategies and strengthening your negotiating position for optimum outcomes. With your own Negotiation strategist on your team to support your negotiations within your business, you will influence change and the long term outcomes within your organisation.
ENS offers our experience to support and guide your team in world class negotiation and influencing approaches. Having an ENS negotiation strategist available to strategise, observe, coach and mentor your team through implementation is invaluable.
Learn more about Consulting
A Negotiation Strategy is a plan to support you to achieve your goal but outcomes are never as simple as Win/Lose. Every step in the negotiation process may require collaboration or compromise to achieve your overall goal. There are different approaches, tactics and styles which can be utilised to achieve differing outcomes to get you closer to your optimum result.
Win/Lose: when you stand up for something in which you strongly believe, or simply want to beat the other side, even if it leads to confrontation. It is also called distributive negotiation. Examples of this approach can be seen in take-over negotiations, mergers and acquisitions, or in buying a new car.
Lose/Win or Accommodate: when you decide to yield to the other party possibly focusing on a longer-term gain. Examples are anything to do with ‘losing the battle to win the war’.
Lose/Lose or Avoid: when you judge the matter to be trivial, or is better postponed to another time, or where ‘winning’ is represented by least loss. Examples of the latter are often seen in labour relations negotiations and commonly in personal divorce negotiations.
Small win/win or Compromise: when it is expedient to accept a partially satisfactory agreement. With time running out, many negotiators knowingly settle for a sub-optimal solution perhaps agreeing to ‘split the difference’.
Big Win/Win or Collaborate: when you want to take the time to search for an integrative solution that fully meets or exceeds the needs of all parties. A win win negotiation may be particularly important for sustaining a key long-term relationship. It is also known as integrative negotiation or integrative bargaining.
To learn more about Negotiation and Influencing and get some tips, visit our Insights articles.
Director Global Key Accounts Pharmaceutical Systems
I am a repeat offender. After having experienced in my previous company how much value we could generate from the ENS negotiation training, I am now leveraging ENS to drive change within SCHOTT Pharmaceutical Systems by developing a stronger internal and external influencing and negotiation culture. ENS programs are top notch, both in content and delivery. It is rare training that produces impactful and lasting effects.
HRBP Corporate Purchasing
Together with the Wittur Purchasing team, I've recently attended and enjoyed ENS “Negotiation and Influencing" workshop. Through interesting, intense and interactive sessions, we have learned useful tips and techniques for designing, preparing and delivering effective negotiations. The workshop was a mix of theory and hands-on practical learning. The trainer proved to be a real added value with his professionalism and ability to get everyone involved. ENS perfectly understood the challenges our organisation was facing and tailored a workshop to our needs and to ensure delivery of the particular targeted outcomes we wanted.
Head of Marketing & Product Management Serum Work Area
The ENS training was filled with 100% practical relevance, delivered through catchy concepts. It was easily comprehensible and directly applicable after the first training session. The highly practical content in the training allows for this direct application in your work life. Our sympathetic trainer brought with him a lot of relevant and practical experience to enhance our learning.
Executive Director Global Learning & Development
By collaborating with ENS, a consulting organization with strong negotiation framework, techniques and methodologies, Global L&D team is able to develop our global future leaders' capability in effective persuasion and negotiation, help them to be more effective at work.
LEE Hwang Jann