EA Negotiations: The essential steps for Business Professionals

This workshop caters for a maximum of 12 people.


A 2-day general, yet practical, A – Z overview of EA Negotiations in Australia. Suitable for all levels of management requiring both basic and intermediary EA negotiating knowledge and skill. After attending this workshop, novice negotiators have successfully delivered their first EA!  

A step-by-step guide covering:

  • A practical method and template for all preparation and planning
  • Technique for selecting the best person for a specific negotiation
  • How to build the Business Case/Negotiating Mandate and obtaining sign off by the Executive or Board
  • A select overview of tactics and behaviors and how best to respond to these
  • A high-quality workbook incorporating the above points and more


In response to employer demand, we have developed a new one day in-house Virtual workshop for managers and negotiating teams. Based on our highly regarded 2-day EA Negotiations: The Essential steps for Business Professionals workshop, we now offer EA teams an online practical, step-by-step guide for hassle-free and efficient negotiating. 

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Upcoming Workshops



Early Bird
(This price is applicable to all attendees within Early Bird period)
AU$1,745.00* p/person
Regular Rate
1st attendee price
Regular Rate - Further attendees
Rate of 2nd or more attendees


A 2-day general, yet practical, A – Z overview of EA Negotiations in Australia. Suitable for all levels of management requiring both basic and intermediary EA negotiating knowledge and skill. After attending this workshop, novice negotiators have successfully delivered their first EA! 


  • Persons responsible for investigating, planning and preparing the organisation for upcoming EA negotiations
  • All levels of management, from all disciplines, requiring a detailed and practical overall understanding of current EA negotiations in Australia
  • First time or inexperienced EA negotiators
  • An organisations nominated negotiating team to review their planning, business case, approach, strategy & tactics before going live!


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 a 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

  • A method for prioritising union claims
  • Understanding the interactive structure for the opening phase of negotiations
  • Where to open and when to make concessions
  • An overview 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 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 participants, as part of a group, to test and experiment with the new techniques and methods learnt
  • Both groups are guided and coached by an experienced negotiator throughout. This happens in a relaxed, friendly, no-stress environment!


  • 100% refund, if a written cancellation is received by Adelhelm up to 21 days prior to the workshop. Thereafter, a credit shall apply for attending a similar workshop within 12 months from the date of Adelhelm receiving the written cancellation notification.
  • In the event that Adelhelm is not able to present a specific workshop, due to factors outside of their control, a 50% refund shall apply or alternatively individuals may choose a full credit to attend a future workshop within 12 months from date of the original workshop date
  • Adelhelm shall not be liable for any hotel or travel costs incurred due to cancelation.

EA Negotiations: The essential steps for Business Professionals
Melbourne TBC
Sydney TBC
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Location & Date
Melbourne - September 8-9 2021
Early Bird Early bird pricing ends 11/08/2021
Sydney - October 13-14 2021
Early Bird Early bird pricing ends 15/09/2021

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