Advanced Negotiating with Unions

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 Collective Agreements.


This workshop allows you to assess different communication techniques and negotiating styles that work best in a range of business and relationship situations. Negotiations are strongly influenced by company cultures, leadership styles, financial health and people values. Experienced negotiators have the skill and ability to adjust the planning and strategy, leading up to bargaining and more importantly, during bargaining. Negotiating dynamics are influenced by situational variables which skilled negotiators can read and then adjust to daily.

The negotiating spectrum we operate in can range between two extremes. At one end, high confrontation, and strikes driven by activists & social ideology and to the other end of collaborative, high engagement & common interest issues.

This workshop gives negotiators deep insight and skills allowing them to adjust their general overall approach to a specific CA as well as re-aligning each daily bargaining interaction.       

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 at minimum have attended our comprehensive foundation course Negotiating with Unions.

This advanced workshop is presented by two NZ based negotiating specialists who are practically experienced. The design of the workshop is based on small group learning in a caring environment.  

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Upcoming Workshops

Novotel Ellerslie, 72-112 Green Lane East, Ellerslie, Auckland


Early Bird
(This price is applicable to all attendees within Early Bird period)
NZ$1,995.00* p/person
Regular Rate
1st attendee price
Regular Rate - Further attendees
Rate of 2nd or more attendees

Day One

A detailed overview of bargaining trends across NZ

  • What’s 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?
  • What must be included when recommending a mandate to a board or executive leadership team
  • Who has the authority to bargain and to what extent?

Conducting the bargaining

  • A detailed understanding of different negotiating styles and interactive behaviours
  • Specific communication skills for reaching agreement
  • Overview of the unique behaviours for influencing the pace and content of negotiations
  • Identifying the most suitable person to lead your upcoming negotiation. 

Negotiating Tactics

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

Day Two

A small group confidential discussion of each individual person’s company negotiating problem/issues. (Prior to attending this workshop attendees shall be requested to identify one or two key negotiating matters that may prove to be difficult or complex for their upcoming negotiations)

Key issues and potential solutions are discussed and evaluated.

Productivity and Performance

  • Does the current CA support the overall business direction?
  • Is it possible for CAs to drive productivity?
  • Steps for developing strategic employee engagement.
  • What does a high-performance CA look like?

Legal Overview

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

Bargaining during industrial action

  • What changes from normal bargaining?
  • Managing risk & cost to the business
  • A realistic two team “negotiating during industrial action” exercise

Advanced Negotiating with Unions
Auckland Novotel Ellerslie, 72-112 Green Lane East, Ellerslie, Auckland
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Location & Date
Auckland - October 23-24 2019
Early Bird Early bird pricing ends 01/10/2019

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