EA Negotiations: The essential steps for Business Professionals
Is your company getting the best possible results from of enterprise agreement negotiations? Do you obtain improved labour costs, productivity and employee motivation and commitment? This workshop is essential for HR professionals and line managers tasked with delivering a successful EA strategy.
We give you a step-by-step, practical and commercial framework for developing an EA strategy. We show you how to build your business case, conduct the negotiations and finalise and implement your EA! This workshop will give managers the confidence and skill to achieve an agreement that works best for their company.
This workshop gives managers the knowledge and practical skills to get through the negotiating process from A to Z. Experienced negotiators and coaches will show you new techniques and a step-by-step process for achieving a well-designed and detailed business case. This allows you to plan a successful negotiating campaign.
Key topics covered:
- An in-depth analysis and overview of the current EA negotiating environment
- How to assess risks, opportunities and strategic options
- Identifying the essential behaviours that contribute to a high negotiating intelligence (NQ)
- How to select the best person in your company to lead the negotiations
- A comprehensive outline of the process and method for planning and preparing a detailed business case
- Understanding the negotiating rituals and how to leverage off these
- A detailed overview of current negotiating tactics used by unions and how to counter these
- How to modify your negotiating style and retain control of the communications at the bargaining table
- How to convey difficult business messages
- How to get your EA through the Fair Work Process
- A process to fundamentally overhaul your old negotiating strategy to something that is in line with modern business practices
- The opportunity to apply and review new and different negotiating techniques
This workshop gives you the knowledge and practical skills to get through the negotiating process from start to finish. Experienced negotiators will show you new techniques and a step-by-step process for achieving a well designed and detailed business case. This allows you to plan a successful negotiating campaign.
WHO SHOULD ATTEND
Any person new to the EA negotiating process, managers and negotiators who bargain infrequently and need to remain current, and line managers & HR generalists who need a thorough overview and some practical skills in the A to Z of collective union negotiations.
8:30am to 5pm
Collective Negotiating Principles & Practices
- Detailed overview of the ritual followed by unions when negotiating with employers
- Understanding the interaction of external influences on the bargaining process
- The collective psychology vs the role of the individual
- Why the positional & adversarial negotiating model is still the most commonly used. What other options exist?
- Preparation & planning and how this differs substantially between unions and management
- Who are the key players and what essential attributes are required to be successful
- A realistic and practical risk assessment process before starting negotiations
The Law – Negotiating under the Fair Work Act
- Good Faith – what is this and how has it developed since 2009
- Legal requirements, process and procedures
- Know your legal options during negotiations
- Protected and unprotected industrial action – what recourse does the employer have?
Planning and getting ready for negotiations
- Selecting the winning team
- How to develop a detailed business case which ensures common clarity of purpose
- Getting the costing and financials right and establishing organisational priorities
- Practical rules and process for managing the negotiations encounter
- When and how to exchange and cost claims
- Communications strategy and tactics both internally and externally – who is responsible for what
- A method and sample document for analysing and costing union claims
- A technique for evaluating the real power of each party before commencing negotiations
Let the negotiations commence
- Method for prioritising union claims
- Understanding the interactive structure for the opening phase of negotiations
- Where to open and when to make concessions
- An in-depth analysis of the unique communications process when in negotiations
8:30am to 5pm
The negotiation encounter
- The behaviours and tactics that ensure you maintain maximum control of the process
- A detailed review of the most common tactics used by unions and how you can respond to each
- Tactics to pressure you, wage tactics, surface bargaining tactics and other traditional union bargaining tactics
- Which of the four negotiating styles work best in a specific situation
- Techniques for dealing with hostile or confrontational behaviour at the negotiating table
Reaching the end and settlement
- Tactics and behaviours which facilitate closure
- The procedural obligations in approving a collective agreement and what pitfalls to avoid, including submitting your document to Fair Work
- A practical and simple process for changing your current negotiating framework
Practical negotiations – what really happens?
- A practical and very realistic simulation which allows you as part of a group to test and experiment with the new techniques and methods learnt
- Both groups are guided by a negotiations coach throughout in a relaxed, friendly, no-stress environment
Can’t see what you want? Contact the team to discuss a fully-customised in-house training option.