ENS Negotiation Skills Training
Grow your career
An effective negotiator can shape relationships, evade conflict and deliver superior results.
In this era of change, it is evident that negotiation skills are a major part of organisation transformation and business success.
For 40 years ENS has provided Negotiation Training and Consulting services to individuals to improve negotiation capabilities that direct change, re-invent business and significantly accelerate growth. We’ve empowered more than 60,000 participants through our negotiation and influencing services.
Negotiation + Influencing Training Courses
Our experiential workshops and negotiation skills courses deliver revealing insights based on psychology and neuroscience. 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.
For more details or to book a training, please contact us.
Assessment Profile
This Profile is an assessment that gives you insights into your negotiation and influencing skills and practices, as you perceive them.
After completing the Negotiation and Influencing questionnaire, the Profile will show you the results of your responses and also compare them to your colleagues' Profiles results.
Interpreting the Profile
The 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.
Packages
- The N+I Discovery: Discover where your Negotiation and Influencing Skills are at after your ENS training - AUD $187
- The N+I Starter (NIP and Consult): Go further and debrief your post training NIP with an ENS strategist - AUD $495
- The N+I Premium (NIP, Consult and Masterclass): Identify and fill in your skill gaps with a 4 hour targeted training - AUD $995
- The N+I Elite (NIP and Public Program): Complete your training with an NIP and receive personal feedback from the facilitator to become a real Negotiation expert - AUD $2900
Module 1 - Professional
Sets the foundations of the ENS globally recognised methodology and provides core concepts, drawing upon your personal experiences and that of your fellow participants.
Course Delivery
Virtual or face-to-face
Duration
2 days, over various duration types to suit your needs.
Learning Outcomes
- Discover aspirational negotiation range setting
- Identify hidden agendas and alter the balance of power
- Build flexibility in your negotiating style
- Prepare more systematically to your advantage
- Identify and use tactics to alter the balance of power in negotiations
- Strategically build common ground
Prerequisites
None
Module 2 - Strategic
Develop your strategic negotiation skills through a more advanced and rigorous approach to ENS concepts, methodologies and options allowing you to test your scenarios and potential outcomes.
Course Delivery
Virtual or face-to-face
Duration
2 days, over various duration types to suit your needs.
Learning Outcomes
- Review and audit your current application of advanced negotiation
- Manage negotiation and influencing process in difficult situations
- Break deadlocks creatively
- Trade concessions effectively
- Manage powerful or difficult people
- Generate tactical options through practice and rehearsal
- Develop action plans for skills retention
Prerequisites
To register for this course you need to have completed the Professional Negotiation & Influencing course or 2 days of an ENS in-company program.
Module 3 - Expert
This program provides a deep dive into your individual complex scenarios. As a master class it includes more coaching and adds a consulting approach to assist you in reaching elite heights.
Course Delivery
Virtual or face-to-face
Duration
2 days, over various duration types to suit your needs.
Learning Outcomes
- Create and manage strong negotiation teams
- Heightened style consciousness – work outside your comfort zone
- Stay in process control under pressure
- Enhanced nonverbal rapport building
- Think laterally and ‘on your feet’ to alter power imbalances
- Recognise and use a range of closing tactics
- Running Cross cultural negotiations
- Apply advanced questioning techniques
Prerequisites
To register for this course you need to have completed the Professional Negotiation & Influencing course and the Strategic Negotiation & Influencing course or 3 days of an ENS in-company program.
Masterclass Series - Professional
The Professional Masterclass series is designed for those looking for a short, fast paced introduction into negotiation topics.
Course delivery
Virtual
Duration
These workshops are experiential and delivered virtually over 4 hours with breaks.
Prerequisites
There are no prerequisites, complete as a standalone workshop or complete all four workshops and then move onto the Strategic series for a more in-depth exploration into negotiation & influencing.
Learning outcomes
- The Secret of Negotiation
This workshop focuses on the two levels of needs in a negotiation above and below the waterline. You will develop a ‘Secret Strategy’ including identifying and building common ground, learning how to apply concessions while satisfying the other parties personal needs.
- Emotional Control – Intentional Flexibility
This workshop focuses on style and its implementation through the control of climate elements. You will learn how to distinguish between competitive and cooperative behaviours while also identifying your own reflex style.
- Personal Persuasion and Influence
The keys to persuasion and influence are the skills of asking questions, listening, and observing the other party. Learn how to control the negotiation mood through words, body language and tone of voice.
- The Game of Tactics
Tactics are considered by many to be at the centre of achieving negotiation outcomes. This workshop considers tactics used before, during and after the formal negotiation. Identify common tactics and prepare options for countering. Apply tactics to gain, give and exchange concessions.
Masterclass Series - Strategic
The Strategic series is a deep dive into the more complex areas of negotiation from preparation to advanced tactical moves.
Course delivery
Virtual
Duration
These workshops are fast paced and delivered virtually over 4 hours with breaks.
Prerequisites
To register you need to have completed either: All 4 of the Professional Masterclass series or the 2-day Professional – Module 1 or a previous in-company ENS program.
Learning outcomes
- Systematic Negotiation Preparation
Often there is a call for ‘more time to prepare’. We believe the key is not necessarily in the time available but in the systematic way the time for preparation is used including range planning and applying aspirational thinking. The session concludes with an overview of a personal preparation example, using key questions from the preparation guide and leading individuals to further develop the opportunity for personal or team coaching in the negotiation environment.
- The Project Management of Negotiation
This workshop sets out key Phases of a negotiation along a timeline, with specific guidance on options in managing each phase. Develop a negotiation plan based on short-term and long-term outcomes. Discover how to view the negotiation as a project to be managed along a timeline with distinct phases and recognise cultural and perceptual variations in managing the pacing of any negotiation.
- Advanced Tactical Play
Tactical awareness is developed in this workshop to enhance the use, identification, and countering of Advanced Tactical moves to leverage power and control in a negotiation. This session focusing on extending style flexibility beyond the comfort zone.
- Strategic Negotiation Process Development
Self-Awareness is a key characteristic of skilled negotiators. This workshop uses assessments and capability development tools to create a negotiator who is keenly aware of the need to manage multiple process elements in a negotiation.
Upcoming courses
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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.
Bertrand Jannon
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.
Tommaso Sala
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.
Ines Sauer
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
