14/04/2015Bargaining, Negotiation

1. No spamming You’ll only receive newsletters approximately once a month. And don’t worry, we won’t pass your email address onto other people. 2. Save time You don’t need to spend hours trawling through IR/ER news. Our newsletters include information that is relevant to your business that you will...

18/01/2016Bargaining Strategy, Bargaining, Negotiation, Tactics

As part of our 2-day Enterprise Bargaining Strategy and Tactics Masterclasses, and as the central part of our In-House Intensives, we analyse our clients' internal and external bargaining environment to arrive at key recommendations for their next EBA negotiations. Surprisingly, or perhaps...

04/01/2016Bargaining, Negotiation, Tactics

Early in my consulting career, I learned 2 valuable lessons from my involvement in a particular EBA negotiation - 1. Opposition tactics can get very dirty and you need to separate personalities - including yourself - from those tactics. 2. Some clients have a personal makeup that "demands" they...

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29/06/2015Bargaining, Negotiation, Enterprise Agreements

Answer: ‘EBA’ stands for Enterprise Bargaining Agreement and it is a generic term referring to enterprise agreements. Many different terms have emerged over the years which have different meanings. The term used in the Fair Work Act is ‘Enterprise Agreement’. As most all Australian employers are...

28/01/2015Bargaining, Negotiation, Tactics

We have a solution! Our Advanced Enterprise Bargaining Strategy and Tactics Masterclass can equip you with all the necessary skills and knowledge to successfully improve your bargaining outcomes. The 2-day Masterclass will take you through developing your bargaining strategy and teach you tried and...

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16/01/2015Bargaining Strategy, Bargaining, Negotiation, Tactics

By Steve Champion, Director, ER Strategies Pty Ltd By "getting into character", we don't mean we become chameleon type characters different from who we really are, or that there is anything deceptive in our preparation. What we do mean is preparing ourselves for the various paths and diversions...

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04/12/2014Bargaining Strategy, Bargaining, Negotiation, Tactics

Sometimes negotiations can be hard to sink your teeth into. Today we’ll break down one of our best EBA negotiation tactics into bite-sized chunks. Skilled negotiators using the right tactics at the right time can materially change the outcome of an EBA negotiation, no matter how battle hardened the...

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Breaking Deadlocks

21/11/2014Bargaining Strategy, Bargaining, Negotiation, Tactics

As part of our new series of video resources regarding tactics in negotiations, Director Steve Champion provides examples for each of 3 strategies used to break negotiating deadlocks. Click the link here to view our video.

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17/10/2014Bargaining, Negotiation, Tactics

When negotiations stall Sometimes negotiations don’t go according to plan. Both sides in negotiation can be subjected to an opponent who seemingly won’t budge or refuses to negotiate, like cars stuck in a traffic jam. This can result in an irreconciliable deadlock with negotiations going nowhere. A...

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