The Negotiating Challenge
Our client was a global company that had been plunged into crisis with the shutdown of its most important facility. For three months, the shutdown had dragged on, at a cost of $100 million –and rising.
While getting the facility back up and running was urgent, the issues were sprawling and complex. As well as negotiating formally with the union, the company had to manage a delicate political situation that involved the very highest tiers of government. At the same time, a powerful local organisation was waging a campaign of intimidation as it attempted to control both neighbouring communities and the company.
How ENS Helped
The ENS negotiation strategist began by clarifying the needs of the local negotiating team, including where they differed slightly to corporate needs. Next, the consultant led the negotiating team through a systematic stakeholder analysis that delved into the hidden needs of different individuals. From this analysis, solutions emerged organically.
Guided by the ENS consultant, the team developed not one but a dozen influencing strategies targeting different individuals – as well as strategies for managing the security, PR and political dimensions of the crisis.
Every interaction was planned in meticulous detail. The team went into each conversation and mediation knowing who would say what, and how to respond to different tactics predicted to be deployed used by the other party. As they implemented the strategy, the consultant was available to observe, coach and mentor.
Outcomes
Through this process, the company created a pathway to prevent further facility shutdowns simultaneously removing the initiating group and weakening its influence. Crucial connections with the government and its regulatory authorities were strengthened. While the social context remains unavoidably complex, local communities were also largely satisfied with the outcomes.
The longer-term legacy was an enduring working relationship between the parties, with a clear negotiation structure. Stoppages are now rare, and the infrastructure is in place to provide continuity.
In the client’s words
‘I had the pleasure of working with ENS on a recent project that involved extensive negotiations with federal and state governments and unions. From the start, the process was very thorough and well-organised. The negotiation consultant really took the time to understand our needs and goals. From there, he provided training on a ‘live fire’ basis, which allowed our team to apply what we were learning in real-time. This was incredibly valuable as it allowed us to see the immediate impact of the changes we were making. The consultant was always available to answer any questions and provide support and personal mentoring throughout the process.
Working with ENS was a great decision. The consultant’s expertise and commitment to helping our team succeed was evident throughout the entire process.’
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