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SELECTED ENS INTERNATIONAL CUSTOMERS |
Interbrew Jardine Jones Lang LaSalle JP Morgan Kennecott Utah Copper Kingfisher Kowloon Canton Railway KPMG Malaysian Institute of Management Mars Orica Pacific Coal Pharmacia Philips Fox PricewaterhouseCoopers Reemtsma Rio Tinto Schering AG Selligent Shell Siemens Singapore Institute of Management SmithKlineBeecham Stahl Standard & Poors Starhub Switch Telstra Tenix Defence Systems TRW Aeronautical Systems Twinpak TXU UPS Logistics Walt Disney Westpac Woodside Energy Woolworths Zuellig Pharma |
QUOTABLE QUOTES ‘This has been the best course I have ever attended - it is very practical and useful. ' 'I am quite sure that my negotiating skills have improved. I now feel much more confident in handling difficult negotiation scenarios.' 'Of all the 'best courses' I've been to', this three-day workshop was outstanding! Undoubtedly, unreservedly, by far the best. I'm gob-smacked!' 'I would like to express my deep gratitude to you for the course you taught in Moscow this summer. I use your techniques all the time with a great success. Today I won an important deal using your approaches and strategies. Again, thank you very much! 'Best features: relevance, clear presentation, use of humour, good teamwork by the two leaders. A really professional job. Well done! ‘Recently I persuaded a group of our managers to attend an ENS three-day Open Program. All came back with the most positive comments - the program flowed and flew, the content was common sense but so well structured, the case studies were fantastic, the program leaders built in the participants within the program, the program leaders were excellent, we can use this all the time. Well done ENS!'. 'The workshop has direct relevance to actual negotiating problems and my day-to-day activities. It has provided me with useful business tools...' 'My experience with ENS Consultants: They are state of the art - flexible, creative and multi-dimensional, pragmatic and clearly bottom-line focused’. SUCCESS STORIES Negotiation as a tool in introducing change 1. The company had an on-going major contract in Japan . The Japanese economy had contracted and the Japanese company wanted our client to share the pain. This was their second move after winning an earlier price reduction. They had asked the client team to be in Japan in two weeks and the only issue for discussion was price. We were called in at this point. 2. After an initial discussion and analysis, the client asked for our comments. Our initial response was: 'under no circumstances should the company go to discuss only price'. This was a long-term relationship and was important to both parties. Our strategy was developed around giving the Japanese company a clearer understanding of our circumstances. We were unwilling to discuss price unless the length of contract volumes, shipment batches, payment terms, quality issues etc were discussed first. Price flexibility could then be dealt with better within that context. The Japanese company resisted discussing issues other than price. However, non-price issues took the first day and a half of the negotiation. 3. The result was a better understanding of the issues and a package approach. This gave us better outcomes because we had identified more options than those available on a simple price negotiation. |
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