Negotiations behaviours, communication and tactics

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Surviving and thriving at the bargaining table

This one-day practical focus's on ‘what actually happens at the bargaining table’ will give you an in-depth understanding of verbal and non-verbal communication, and how you can influence the thinking of the other party.

 The emphasis of this workshop is primarily on behaviour and communications. Suitable for all levels of management designated to be at the bargaining table, the workshop is especially for those who have previously completed the Adelhelm & Associates 'Negotiating with employees and Unions' workshop.

It is also for persons who were previously involved in collective bargaining and have felt uncomfortable and out of their depth. 


This one-day workshop covers:

  • Understanding and learning how and when to communicate at the bargaining table
  • How best to deal with difficult people who make absurd claims at the bargaining table
  • Practical communication techniques for dealing with abusive and chaotic behaviour at the bargaining table
  • Tools for influencing the other party’s thinking and getting your claims accepted at the bargaining table
  • The confidence to be able to handle most situations faced by management at the bargaining table
  • Solid mental preparation and the ability to adapt and stay calm during exchanges at the bargaining table
  • This session brings managers up to speed quickly and covers tactics and techniques which help employers avoid the present bargaining chaos


Negotiating Behaviours used in 2019

  • An in-depth understanding of the four negotiating styles and how this can be used to control the discussions
  • Identifying your own dominant negotiating style and how this benefits you in negotiations when under pressure
  • When to change your behavioural style during negotiations to gain leverage
  • Tuning into your opponent's negotiating style and thereby creating a climate for agreement
  •  Verbal and non-verbal communication and how to use this to ensure the correct messages are getting through
  •  Understanding the different unions approaches in 2018/19 and how to best respond to this

The Lead Negotiator

  •  Understanding the special skills required to be successful in leading the management team in CA/ Union negotiations in 2019
  • How to follow a structured yet flexible approach
  •  Tools and techniques for managing internal organizational politics and executives with changing priorities.
  •  Managing communication during periods of turbulence


  •  Recognising the tactics used by unions during negotiations and how to respond in a way that does not de-rail the discussion
  •  How to move away from positional game-playing and towards the real business issues faced by employers and employees in 2019


  •  How to work effectively with union negotiators to achieve acceptable outcomes. What not to do!
  • Reading union negotiators correctly when they make claims or are responding to company claims
  • The different techniques and methods for dealing with difficult or unreasonable negotiators.
  •  A technique for dealing with inexperienced or incompetent negotiators at the bargaining table

Who Should Attend

  • All managers who are directly involved in discussions at the bargaining table.  This can include HR, Operations, Service Managers and IR/ER specialists
  • Newly appointed or recently promoted persons, nominated to lead or actively participate in upcoming EA negotiations
  • Operations & Line persons managing groups of people in highly unionised organisations, with a history of difficult and/or drawn out CA negotiations
  • Senior Executives or Business owners managing unionised businesses 


Your investment - 

  • $3950 + GST - for a one-day session with up to 11 attendees. 
  • An Additional $195 per person applies for 12 or more attendees, up to a max of 15.
A detailed workbook is issued to every attendee, which can then be referred to after the workshop.  

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