Advanced Enterprise Negotiations: Strategic Preparation and Tactics

A 2-day specialist workshop focusing on current events and new developments. It covers complex, high risk negotiations, leading communication skills and strategic engagement techniques that deliver productive Enterprise Agreements.

This workshop allows you to assess different communication techniques and negotiating styles that work best in a range of business and relationship situations. We look at how EA negotiations can be influenced by company culture, leadership styles, finances, people values and union agenda.  Experienced negotiators understand bargaining dynamics and the need to adjust “everything” daily.  We explore how, when and why this occurs.

The existing negotiating spectrum ranges between two approaches. At one end we see high confrontation and strikes, driven by activist & social ideology and at the other we see collaboration, high engagement & common interest.

This workshop gives negotiators deep insight and skills allowing them their general overall approach to a specific EA as well as being able to re-align each daily bargaining interaction.   

To get the best value from this workshop experience, attendees should ideally have previously been exposed to, or have been directly involved in a union negotiation or have attended our comprehensive foundation course EA Negotiations: The Essential Steps for Business Professionals.  

Participants are expected to bring their own Enterprise Agreement for analysis and discussion.

This advanced workshop is presented by two negotiating specialists.

Register For Workshop

Upcoming Workshops

28-29Jul
Melbourne
TBC

Pricing

Regular Rate
1st attendee price
AU$2,395.00*
Regular Rate - Further attendees
Rate of 2nd or more attendees
AU$1,795.00*

BACKGROUND

A 2-day specialist workshop focusing on current events and new developments. It covers complex, high risk negotiations, leading communication skills and strategic engagement techniques that deliver productive Enterprise Agreements.

WHO SHOULD ATTEND

To get the best value from this workshop experience, attendees should ideally have previously been exposed to, or been directly involved in a union negotiation or have attended our comprehensive foundation course EA Negotiations: The Essential Steps for Business Professionals.  

DAY 1

8.30am - 5.00pm

A detailed overview of bargaining trends and activity across Australia

  • What is going on in the current economic & political environment
  • Specific union activity
  • New claims
  • Developing and hot topics

Strategy, Mandate and Bargaining Authority

  • Developing a strategy for a complex negotiating environment.  What factors need careful consideration?
  • The EA Efficiency Audit
  • What to include when recommending a mandate to a board or executive leadership team
  • Who has the authority to bargain and to what extent?

Conducting the bargaining

  • Negotiating Styles and Interactive behaviour
  • Communication skills for reaching agreement
  • Best behaviours for influencing the pace and content of negotiations
  • Identifying the best person to lead

Negotiating Tactics

  • An overview of the current union tactics used in today’s bargaining events across Australia
  • A user-friendly small group practical exercise on how to apply techniques and methods discussed

DAY 2

8.30am - 5.00pm

The War on Flexibility - Identify restrictive clauses in EA

  • Prior to attending this workshop attendees shall be encouraged to identify restrictive clauses in their EA
  • Problem solve one major issue in each EA in a small group, confidential discussion
  • Present to whole group

Communication and Engagement

  • Steps for developing strategic employee engagement approach
  • Using template in book develop a skeleton for a C&E strategy
  • Analysis and review

A key consideration for employers to bargain or not to bargain.  An assessment of risks & benefits for different approaches

  • Delaying bargaining
  • Seeking termination of bargaining
  • Reverting to award
  • Seeking a determination
  • Rollover & wage guarantee

Legal Overview

  • Presentation from a leading senior lawyer on key IR changes and precedent-setting case law

The new type of union official and how to deal with this

  • A difficult and unreasonable negotiator
  • An inexperienced or incompetent negotiator

Bargaining during Industrial Action

  • What changes from normal bargaining
  • Managing risk & cost to the business
  • A realistic and interactive two team 'negotiating during industrial action' excercise

Advanced Enterprise Negotiations: Strategic Preparation and Tactics
28-29Jul
Melbourne TBC
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Register

Location & Date
Price
Attendees
Total
Melbourne - July 28-29 2021
AU$2,395.00* - One Attendee
AU$1,795.00* - Second Attendee (from the same organisation)
AU$2,395.00
AU$0.00

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