Negotiations Behaviours, Communications & Tactics

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The law and processes in regard to collective negotiations is an essential yet small component for achieving a reasonable enterprise agreement outcome. How the parties engage and behave toward one another at the negotiating table tends to have the biggest influence on obtaining a realistic EA. It drives the interpersonal behaviours and sets the tone, mood and agreeability of the parties no matter how pressing the economic or financial drivers.


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 collective bargaining

At the end of this one-day 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 CA agreements, which work for the organisation

Who should attend?

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

Can’t see what you want? Contact the team to discuss a fully-customised in-house training option.