Enterprise Bargaining: The Essential Steps for Business Professionals

2 day workshop

17 & 18 July  2024

For inhouse training of four or more participants more competitive pricing is available.

Foundation A-Z training for enterprise bargaining in the Australian market. The perfect way to introduce management to the knowledge, skills, and strategy for effective bargaining.

Who Should Attend

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

Learning Outcomes


  • Understand the essential steps to ensure you are ready to bargain
  • A tactical resource guide to counter common union tactics and give you options at the bargaining table
  • Understand different negotiation styles and how to use them to your advantage
  • Understand your obligations and compliance requirements under the Fair Work Act
  • With a full program of applied exercises and case studies, participants will walk into real life negotiations feeling like they have bargained before!

Key Content

  • Negotiation interactions -how they work
  • Stakeholders and their source of power
  • How to build a negotiation team
  • How to select a lead negotiator – 12 key attributes
  • Latest 2023 IR legislative changes
  • A deep dive into Good Faith Bargaining – how the Fair Work Commission interprets these provisions, what protections they provide, and what they don’t cover
  • Key compliance steps and milestones in enterprise bargaining
  • How to develop a business case and secure your bargaining mandate
  • How to identify company claims
  • How to undertake a power analysis to identify your leverage at the bargaining table and the leverage of the other parties
  • Essential rules of engagement to remain in control of enterprise bargaining
  • How to explore and understand union claims
  • Common union tactics and effective counters
  • Primary bargaining behaviours
  • The four dominant negotiation styles
  • Getting to closure – how to seal the deal
  • Important post bargaining actions

Please note: the workshop program may be subject to minor content changes

Value Adds

  • Each organisation receives a FREE one-hour Laser Consult with one of our specialist consultants valued at $495* (Valid 3 months from the training date)
  • Participants get a comprehensive workbook including a template for a business case and negotiation mandate

Workshop price


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