What You Need to Know

Key Concept Diagram

Interest-based negotiation: focus on underlying needs, not rigid positions — find solutions that satisfy everyone

BATNA (Best Alternative to a Negotiated Agreement): know your walkaway point before any negotiation

Active listening and empathy reduce conflict: most conflicts stem from misunderstanding, not genuine incompatibility

In Australian workplaces, Fair Work Australia governs dispute resolution processes and employee rights

Key Vocabulary

negotiation

A discussion aimed at reaching a mutually acceptable agreement between parties with different interests

BATNA

Best Alternative to a Negotiated Agreement — what you will do if negotiations fail

mediation

A process where a neutral third party helps disputing parties reach a mutually acceptable resolution

assertiveness

Communicating your needs and rights clearly and directly while respecting others' rights

Knowledge Check

Select the correct answer for each question. Click "Check Answer" to see if you are right.

Question 1

Interest-based negotiation focuses on:

Winning as much as possible at the other party's expense Stating and sticking rigidly to your position Understanding underlying needs to find mutually beneficial solutions Getting a mediator to decide the outcome

Question 2

What does BATNA stand for?

Best Approach To Negotiating Agreements Business Agreement for Terms and Negotiation Approach Basic Alternative Terms in Negotiations Agreement Best Alternative to a Negotiated Agreement

Question 3

In a workplace dispute, what is the FIRST recommended step?

Attempt direct communication to understand the other party's perspective Contact a lawyer immediately File a formal complaint with Fair Work Australia Resign from your position

Question 4

Which communication style is MOST effective in professional negotiations?

Aggressive — show you are not afraid to fight Assertive — express your needs clearly while respecting others Passive — always agree to avoid conflict Passive-aggressive — hint at dissatisfaction without stating it

Question 5

Under Australian workplace law, who governs formal dispute resolution?

The Australian Competition and Consumer Commission (ACCC) The Reserve Bank of Australia Fair Work Australia (Fair Work Commission) The Australian Medical Association

Workplace Negotiation & Conflict Resolution