Salary Reviews & Performance Management Webinar

The tools & techniques to give feedback the right way

Wednesday, 29 April 2020

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Changing entrenched behaviour & resistance
Managing salary & performance conversations
Giving feedback the right way

Salary reviews and objections, ‘behaviour modification’, managing expectations, delivering criticism, and under performance are just a few difficult conversations we all have to have.

Let’s face it, as a profession we are not great at these discussions and hope that the issues resolve themselves before we ever have to confront them. This webinar will not only deliver the tools to make these conversations less confrontational but unveil the techniques that will produce the best possible results.

If you supervise or manage team members, this webinar will thoroughly prepare you to approach these conversations with confidence.

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What we cover

Practical Performance Management Techniques
  • What are you managing - technical skills, attitudes, relationships and results?
  • Symptoms that you may need to have a performance conversation
  • Avoidance and the consequences
  • Giving feedback – how 'you' need to approach it
  • How to have the first conversation
  • Overcoming resistance to feedback
  • Dealing with entrenched behaviour – guidelines for giving behavioural feedback
  • Consequences and behavioural change
  • How to receive feedback without taking it personally
  • Creating a feedback culture within your firm
  • Addressing the underlying causes of poor performance
  • Setting a plan for improvement
  • Reinforcing and motivating positive performance
  • The importance of follow-up
Salary Conversations And How To Avoid A Stalemate
  • How to have a collaborative discussion
  • Pre-preparation and what you need
  • Identifying needs and goals of both parties – positions, needs and desires
  • Clarifying value
  • Defining critical points ahead of time
  • What is the bottom line – how far is the firm willing to go?
  • Recognising your resistance and walk away point
  • Generating options to avoid the ‘take it or leave it’ approach
  • Recognising and counteracting emotional tactics that people use
  • Dealing with demands
  • Countering the 'Top 10 Negotiation Gambits'
  • Overcoming limiting beliefs to maintain a positive attitude
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Scott Henderson

Director & CEO, BSI Learning

Scott is entertaining, encouraging, and an expert in leadership, teams and group dynamics, communication and body language, persuasion techniques, stress, and workplace satisfaction.

A registered psychologist with a solid background as an educator, Scott spans the spectrum from industrial psychologist to corporate trainer. He is a Master Coach in Behavioural Coaching and coaches both individuals and teams at all levels.

Scott has previously worked as a lecturer in psychology, behavioural science and research at the Universities of Sydney and Western Sydney but now dedicates his time working closely with the corporate sector. His unique perspective of inter and intra-personal understanding complements the training he delivers and is backed up by a rigorous and scientific approach. He knows what works and what doesn't.

Scott continues to work hard to dispel the stereotype that psychologists actually get people to lie down on couches!

Scott Henderson
Scott Henderson
Director & CEO, BSI Learning

Wednesday, 29 April 2020

12:00pm - 1:00pm AEST in ACT, NSW, QLD, TAS & VIC
11:30am SA & QLD | 10:00am WA


  • $195 Individual access
  • $350 Office access*
Member Register


  • $235 Individual access
  • $390 Office access*
Register Individual
Register Office

Terms & conditionsAll registrations to Knowledge Shop events are subject to our terms and conditions which include a cancellation policy. No refunds are provided for cancellations received 1 day prior to the webinar. No credits are available less than 2 hours prior to the event under any circumstances.

*The office rate applies per office location (maximum 10 participants per office location). The PD points for all attendees will be recognised - multiple links at same location if required. We will contact you for the names of your team once you have registered as an office.


You will need a computer with audio!!

  • Audio Your computer needs speakers or a headset to hear the audio (do a quick check these work). If you are having problems, you can dial in on the phone number provided on the reminders and confirmation but please note your carrier will charge you at long distance rates.
  • Software Join the webinar 15 minutes prior to check that your computer systems allow you to download the GoToMeeting software. Or check your connection days before the webinar by going here
  • Webinar URL To join the webinar, you need to click this link. It was sent to you when you registered and will also be on the reminders - check your spam if you have not received and please contact us ASAP if you have lost.
  • Changing computers If you need to change computers during the webinar, make sure you log off the webinar on the first computer before logging onto the second computer.
  • PC requirements PC users (Windows® 8, 7, Vista, XP or 2003 Server) ; Mac users (Mac OS® X 10.6 or newer); Mobile users (iPhone®, iPad®, Android™ phone or Android tablet).