A&A Blog – Rational Commentary on Employment Issues
Looking for an experienced IR Consultant
17 September 2018
Industrial Relations Consultant – Melbourne
We require innovative consultants with practical Enterprise Agreement negotiating skills. If you enjoy negotiating Agreements and can see beyond the current rigid and repetitive IR practices, then this may be for you. You should have current IR consulting experience and be looking to associate with a national consultancy.
If you are a confident individual who can communicate with workers, managers and leading executives, then you may be that creative person we are seeking. We need consultants who are practical and forthright, who understand union dynamics and who value constructive relationships.
Who are we?
Adelhelm & Associates are a top IR management consulting and training company operating across Australia & New Zealand. Currently our services are in high demand! Our consultants operate out of Melbourne, Sydney, Perth and Auckland. All are practically experienced negotiators and work with some of Australia’s best-known companies covering both the private and public sectors. We aim to make clients totally self-sufficient in EA negotiations, by giving them the latest information, new techniques and practical negotiating skills.
The ideal Associate Consultant needs to be:
- Experienced in Enterprise Agreement negotiations
- An entertaining and dynamic workshop facilitator
- A confident and outgoing communicator
- Aligned to Good Faith practices, with unquestionable integrity
- Ideally an established IR Consultant, looking to add to their current workstream
- Flexible work hours and days,
- An association with a national consultancy
- A supportive environment allowing for sharing of ideas with likeminded professionals
- Comprehensive training in our negotiating methodology and workshop programs
- Scope for personal and business growth
- We do all the admin, marketing and accounting, so you can focus on consulting and facilitating specialist IR workshops
Interested or simply want more info then kindly contact Rebecca Morrison on 03 9387 9279 or email firstname.lastname@example.org
Take your EA Negotiation preparation to the next level!
04 September 2018
A bit of solid preparation can significantly improve your EA negotiation performance. When we say "preparation", we don’t just mean planning. Sure, planning is helpful, but ask yourself this - are you really ready to negotiate?
Having a plan, when it comes to your EA Negotiations, is good. Being prepared to negotiate is even better. Preparation gets you ready to do the actual work. Research overwhelmingly shows that under-prepared negotiators make unnecessary concessions, overlook sources of value, and end up with an inferior deal. Here’s 5 top tips for taking your EA Negotiation preparation to to the next level:
Tip 1: Be Strategic - Don’t just approach bargaining tactically!
Ask yourself why is this negotiation important?
What do you want to achieve? Don’t just dive on in there thinking about what you’re doing. Think about why you are doing it. Be able to answer what would a good outcome look like for the organisation? Then, ask the exact same question from the perspective of the other side. Without understanding your own interests in the negotiation, or the other sides, a good outcome is very unlikely. Spend some time thinking strategically about your negotiations and you won’t regret it! Taking a strategic approach will increase your level of readiness to tackle the difficult issues that will inevitably arise.
Tip 2: Align your negotiating goals with organisational goals
You won’t make a whole lot of sense, and indeed will create an atmosphere of distrust, if you fail to negotiate within a framework that supports the goals of the organisation. The goals must be clear and understood at all levels. That is the best assurance of alignment between goals, employee behaviours and negotiated outcomes – including the values of the organisation. Are your negotiating goals consistent with your company culture? The set of values and beliefs that show the world, ‘this is how we do things around here.’
Tip 3: Get some control over the Process of
Never assume you’re both on the same page when it comes to determining when to meet, who should be present, what your agenda will be, and so on. Instead, give it some thought and then share your thoughts with the other side on how you will negotiate in advance. Discussing these procedural items early will clear the way for much more focused talks. For example, set the Agenda! To optimise the chances of successful negotiations you should get control of the agenda. Think about it, if you set the agenda you have the advantage of setting the topics/issues that will be discussed and critically, the order in which they will be considered. An approach that some organisations use is to simply tackle the claims that relate to particular parts of the Enterprise Agreement (i.e the Leave provisions), leaving more contentious terms (i.e wage increases) until later in meetings.
Tip 4: Give some thought as to how you’re going to SHOW the value of your claims/offer/position to the other side!
Negotiations don’t have to be a zero sum game. How are you going to create value? Creating value is our ability to effectively develop creative solutions to meet the needs of all parties at the negotiating table.
After the interests have been determined, verified and prioritised, creative options to meet the needs of all of the parties should be considered as part of your preparation. Aim to come to the table with at least three options. One of the biggest mistakes we see negotiators make is not coming to the table with enough prepared options and not developing even more creative options at the table to resolve an impasse or break through a gridlock.
Tip 5: Definitely have a Strategy/Plan! A Negotiation and a Communication/Stakeholder plan!
All negotiations should be executed under the guidance of a carefully developed strategy. Failure to have such a plan, and follow that plan, leaves you vulnerable and unprepared. EA Negotiations are difficult enough without having a solid plan. Mapping out your EA Negotiation Strategy forces you to get practical and tactical about how you are going to lead your EA negotiations, including what you want to achieve, and why.
To boost your power at the bargaining table make sure you get along to our popular and unmissable one day Advanced EA Negotiations: Strategy & Tactics for Complex Discussions workshop! A step up from our highly acclaimed general 2-day EA Negotiations workshop, I will be taking you through our Advanced EA Negotiations session, taking a closer look at the strategy, tactics and techniques that help you successfully navigate the enterprise bargaining process.
written by: Nicole Walsh - Associate - Adelhelm & Associates Pty Ltd
more about Nicole Walsh
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