Advanced & Winning Negotiating Techniques

Understanding the basic law and processes in regard to EA negotiations is important as it sets the basic framework.  The essential and more complex element for achieving a reasonable outcome, however is driven by how the parties engage and behave toward one another at the negotiating table.  Interpersonal and communication behaviours set the tone, mood and agreeability of the parties during negotiations no matter how pressing the economic or financial facts.

Register For Workshop

Upcoming Workshops

Stamford Plaza


Early Bird
(This price is applicable to all attendees within Early Bird period)
AU$945.00* p/person
Regular Rate
1st attendee price
Regular Rate - Further attendees
Rate of 2nd or more attendees


Negotiating Behaviours

  • The pros and cons of each of the four negotiating behavioural styles, and how they can impact on negotiations
  • How to determine your own dominant behavioural style and become aware of your backup style when under pressure
  • How and when to change your behavioural style during negotiations to gain leverage
  • Tuning into your opponents negotiating style and then be able to respond in a manner which creates a climate for agreement
  • Verbal and non-verbal messaging - how to read and use this to ensure the correct messages are getting through
  • Understanding the new, union fact-based approach to negotiation - how best to respond to this in a constructive way

The organisation's Lead Negotiator

  • The essential special skills required
  • A look at best practice - why structured yet flexible approach is key
  • How to manage distractors, side-shows and different interest groups
  • How to lead and communicate when faced with disagreement and opposition


  • Recognising the main categories used by unions during negotiations in 2016, and how to respond in the best way without negatively escalating the discussion
  • How to move away from positional game-play towards the real business issues faced by employers and employees


  • Working with a new breed of union negotiator for achieving mutually acceptable outcomes
  • The cues and signals that experienced union negotiators send when reaching settlement
  • How best to deal with difficult or unreasonable negotiators
  • How best to work with inexperienced or incompetent negotiators in EA negotiations

Who Should Attend

HR Executives and General Managers, Operations Managers, Managers or Advisers new to Enterprise Agreement negotiations, past attendees to our general 2 day EA Negotiations workshop who need more in-depth negotiating communication skills.

At the end of this session you will

  • Be a better and more relaxed, all round negotiator
  • Be able to handle difficult individuals
  • Stay in control of the verbal exchanges at the negotiating table
  • Know how and when to respond to union tactics
  • Achieve realistic and more flexible EA's, which work for the organisation

Advanced & Winning Negotiating Techniques
Melbourne Stamford Plaza
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Location & Date
Melbourne - November 1 2017
Early Bird Early bird pricing ends 01/10/2017

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