A More Balanced Approach to Negotiation

 



Changing Mindsets for Dynamic Negotiations  

Founded in 1978, ENS was established with the core belief that the world would be a better place if everyone negotiated with the right mindset. An understanding of human psychology and an effective negotiation process framework could change the way people view negotiations. 

A Game Changer 

ENS is the brainchild of Michael Hudson and Leo Hawkins, two long-time friends who saw the need to transform traditional approaches to negotiation into more dynamic methods. Both great negotiators and influential members of the Student Representative Council at Melbourne University, they eventually led successful careers, with Hudson gaining expertise in industrial psychology and Hawkins making a name in advertising and marketing. 

As they built successful management careers in Europe and North America, they experienced first-hand the highly oppositional and antagonistic approach to negotiating. To change this system and achieve better results...continue reading

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Lucien Okill — ENS

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Personal needs are individual, powerful motivators. How will you remember this – particularly during the give-and-take of stressful negotiations? Individual needs drive decision-making. This is why the key skill for building a strategy to guide the negotiation process is to understand the other party's needs. At ENS, we recommend that you focus on the other party's needs before your own. Prior to the formal negotiation, it's important to diagnose and anticipate the needs of the other party. Then, during the negotiation process, keep asking yourself ‘what needs lie behind their questions and comments’? After the negotiation, closely observe the other party’s behaviour and notice what needs are being acted upon. Ask yourself: 'What are the stated, organizational needs AND what are the unstated, personal, hidden needs of the other side?' Learn more about Lucien A Okill, ENS Strategist: https://www.negotiate.org/project/lucien-okill/ https://www.negotiate.org/project/lu...
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