NTEU Recruitment Toolkit

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RECRUITMENT

TOOLKIT

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FOR DELEGATES & MEMBERS

recruitment.nteu.org.au

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NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

TABLE OF CONTENTS Introduction 3 Why recruitment is important

3

The benefits of belonging

4

Encouraging union membership

5

Having a visible NTEU presence

Listening effectively

10

The value of being a member

11

Guide to completing join form

12

5

Handling Objections

14

Find out where potential members are 5

Objections & responses

14

Find out what their issues are

Objections: The Seven Step Process

18

5

Inviting potential members participate in NTEU events 5 Welcoming new staff and approaching potential members 5 Membership Fees

6

The basics of recruiting

6

What to take when recruiting

6

Recruitment conversations

6

Follow up meeting

8

Why do people join NTEU?

9

Closing Techniques Pointers for Closing

Tips & checklist

Published by the National Tertiary Education Union. Š 2018. ISBN 978-0-9946377-3-4 Produced by Helena Spyrou, National Union Education Officer and Rifai Abdul, National Growth Organiser.

More information and resources at recruitment.nteu.org.au

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Introduction

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INTRODUCTION This Toolkit provides practical strategies for delegates and members in recruiting colleagues. It can be used in conjunction with the NTEU Delegates Handbook and any other material as deemed relevant by your Branch or Division.

WHY RECRUITMENT IS IMPORTANT NTEU is run by Union members so membership growth is vital for resourcing the Union to build greater power in the workplace. The more members the NTEU has the more staff it can employ to: • Bargain for pay increases • Improve employment conditions • Increase respect in the workplace.

• Educate, resource and support an active and engaged membership that works together to address issues.

• Advocate on behalf of members in workplace disputes.

• Lobby governments for better industrial laws and better education policy.

This is why recruitment is a major focus for the NTEU. To meet this challenge this tool kit has been prepared to assist even the most inexperienced members to approach and successfully recruit new members to the NTEU. As a delegate and member you are best placed to recruit colleagues because you are the person in your work area that people identify with as the NTEU contact person. This means you can approach new staff to welcome them and talk to them about joining the Union. You are also aware of the issues that are affecting staff in your work area and these issues can help you identify potential members that you will need to approach about joining the Union.

Survey evidence tells us that most new members are recruited by colleagues.

All you need is some background knowledge, targeted skills and confidence to approach a co-worker about joining the NTEU. After that it becomes easier.

The NTEU is your Union. The Union is you. Your assistance will help us meet the challenge together.

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NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

THE BENEFITS OF BELONGING Being a member of a union provides extra protection and support in the workplace.

Together we negotiate enterprise bargaining agreements that maintain and improve pay and conditions.

Together we fight for greater job security, argue in support of equal employment opportunity, fight for wage justice, and raise occupational health and safety issues. Together we speak with one voice.

Pay increases NTEU successfully bargains for regular pay rises.

Job security NTEU will actively fight to improve your job security, particularly for casual and contract staff.

Representation NTEU represents members with industrial issues/disputes in the workplace.

Access to information If knowledge is power, NTEU members are much better off than potential members. Whether the issue is enterprise bargaining, academic workloads or general/professional staff classification reviews, NTEU members are regularly briefed through meetings, publications, newsletters and emails.

Union education The NTEU provides education and training workshops, courses and webinars to members, including general/ professional staff reclassification procedures, academic promotion, academic and intellectual freedom, understanding university finances, workplace bullying.

Discounts The NTEU Member Advantage Benefits Program provides you with an extensive range of benefits. Members can take advantage of value for money savings on benefits all year round, with unlimited access to a variety of quality brands well established in the marketplace.

Benefits include discounts on dining, entertainment, accommodation, movie tickets, shopping, insurance, health, legal and financial services, and many more!

Travel to work insurance This is included with each membership.

This means if a member is injured on their way to work, their Union membership will help them financially for up to two years.

Encouraging union membership

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ENCOURAGING UNION MEMBERSHIP The more members in the Union, the more we can achieve together. Our power to achieve positive results is directly linked to the number of members we have in the workplace.

As a delegate and member you are likely to have some understanding of what the concerns of staff in your work area might be, and therefore have ideas on how we can work together to make improvements.

HAVING A VISIBLE NTEU PRESENCE Have a delegate sign on your door or in your work space, wear an NTEU lanyard, or use NTEU post it notes on documents that will be circulated to others. Be the person that staff come to for advice – whatever it is about.

Contact your Branch to get a sticker or door sign for your door

FIND OUT WHERE POTENTIAL MEMBERS ARE Work with your Branch organiser and delegate in your area to identify the number of members and non-members in your work area/school/department.

FIND OUT WHAT THEIR ISSUES ARE People generally prefer to talk to their colleagues. (If you don’t know a particular

potential member, try to get an NTEU member who does know them to make the first approach).

INVITING POTENTIAL MEMBERS PARTICIPATE IN NTEU EVENTS Invite potential members to participate in Union events and campaigns such as information sessions, lunch and learns, morning teas, bargaining updates.

Use that event as an opportunity to ask potential members to join the Union.

WELCOMING NEW STAFF AND APPROACHING POTENTIAL MEMBERS It is important for delegates to welcome new staff and existing colleagues to the workplace – and hopefully to the Union!

Make a point of initiating a conversation with a new staff member within their first few days of work. You don’t have to launch straight into a recruitment conversation – although you can if you feel comfortable.

At this stage it is simply about building a relationship with the staff member – making them feel welcome and demonstrating to them that the NTEU is a normal part of their new workplace.

Similarly, make a point of approaching potentail members about joining the NTEU.

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NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

THE BASICS OF RECRUITING WHAT TO TAKE WHEN RECRUITING

RECRUITMENT CONVERSATIONS

• Join form (see pp.10–11 of this booklet for a guide to common mistakes and omissions when filling out the join form).

Develop rapport – Listen

• Fortnightly fee structure sheet (p.22).

• Travel to Work insurance flyer.

When approaching potential members listen to their stories and engage with their issues or concerns.

• ‘Your Member Benefits’ brochure.

Choose an appropriate time to talk with them. If they are too busy when you make the first approach, arrange for another time to talk.

• Visit Records sheet.

Begin the conversation by:

• The contact card of the relevant recruiter for your Branch.

• I ntroducing yourself – where you work and your role in the Union.

Resources are available at your local Branch office, or download at recruitment.nteu.org.au

• E xplaining the purpose of your contact – to get them to join the Union.

• UniHealth Insurance flyer.

• S howing interest in the person – ask about their life and work.

MEMBERSHIP FEES NTEU fees are set as 1% of salary.

This rate applies to continuing/ permanent or fixed-term contract staff employed either full-time or parttime. For example, if the potential member is paid fortnightly $2000.00 (gross), then their membership fee would be $20.00 per fortnight.

Refer also to breakdown of fortnightly costs on p.22 of this Toolkit.

Casual/sessional staff pay a special flat rate in recognition of the unpredictability of casual work.

On the join form, casual/sessional staff need to specify their estimated annual salary (Less than $20,000, $20,000 to $29,999, $30,000 to $49,999, or $50,000 and over). For fee structure, refer to unicasual.org.au/fees.

Remind potential members that union membership fees are fully tax-deductible.

The basics of recruiting

Listen effectively to understand, not to reply (see p. 10 for tips).

Be low key and friendly. Get them talking to you about their work and relate it to your experiences.

Gather information – Explore Listen without interrupting and ask open ended questions. This gives you an opportunity to find out more about them and what it is they care about.

Determine if the person is aware of local issues – e.g. restructure of school, workloads.

Ask their view using open questions such as: “Tell me more about ...”, “What do you think/know about …?

Invite the person to ask questions or voice their concerns.

Explore objections to find out more – when, how, what, where, why, who.

Respect their views – even if you disagree.

Don’t feel obliged to defend the Union on every issue – some criticisms might be quite valid. If there are significant objections, raise them with the Branch Committee. To deflect an argument, return to discussing things you have in common.

Offer information For new staff, orient them to the workplace – e.g. let them know where to get the best coffee or where to find the best parking space. Talk to them about the work area.

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For all staff, let them know that by becoming a member, they have a voice and can work together with the Union to protect and improve existing pay and conditions.

You don’t need to know everything If you don’t know something, admit it. People will respect your honesty, so unless you are sure about your information, let them know you will find out and get back to them.

If you are approached by a potential member for assistance, be aware that the NTEU does not provide assistance for potential members and might not be able to assist someone who joins with a case pending. If in doubt, refer them to the Branch Committee.

Find out if they have been a member before If they’ve come from another NTEU workplace, ask if they have already transferred their membership. If not, get them to fill out a membership form so we can update their details.

Ask them to join Ask them to join. If they say no, that’s okay. Ask if they don’t believe in union values or if it is something quite different.

Objections should always be handled diplomatically and gently, never in a pushy or aggressive manner.

Please remember, you won’t get every potential member to sign a membership form right away. Sometimes it will take

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NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

several conversations with them before they feel comfortable about joining.

If they indicate that they wish to join, then it is a good idea to ask them to take two minutes to fill in the form there and then. This is very important. Do not leave that first meeting without asking them to join.

You would be surprised how many people forget to do that and rely on potential members to send forms in.

FOLLOW UP MEETING If they are still not sure, then make a time to come back to see them again for a second conversation.

Make sure the staff member has your contact details and the contact details of the Branch Office.

Encourage them to call if they have any problems.

Also make sure that you have the contact details of the staff member you are talking with.

Keep accurate notes and make sure you follow up. If you say you’ll get back to someone, make sure you do. If you can’t do it, arrange for someone else to do it.

For this follow up meeting: • Refer to your records and notes.

• Schedule a time that suits the potential member.

• If required, repeat a needs assessment • If you don’t end up with a sign up schedule another follow up.

Don’t get too disheartened if some people choose not to join the NTEU immediately.

Some staff will join when you give them a membership form. Others will join when provided with some more information.

While there are staff who may need some convincing before they join, there are those who will never join a union.

The basics of recruiting

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WHY DO PEOPLE JOIN NTEU? For general protection in my workplace, because I never know when I might need it.

73% To support the work of the Union in improving pay and conditions through enterprise bargaining.

63% Because unions are important in any workplace and need to be supported by staff.

57% I benefit from the work of the Union and it seems only fair to contribute to the collective effort.

57% To support the work of the Union defending and promoting tertiary education.

43% To support the work of the Union representing members in the workplace.

36% Because there is a specific issue in my workplace I am concerned about and I might need the Union soon.

30% So I can have a say in the direction and priorities of NTEU's work.

13% To support a local campaign that is relevant to my work.

10% To access discounts and membership benefits.

3% Source: NTEU New Member Survey

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NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

LISTENING EFFECTIVELY Listening is essential for successful conversations. Listening helps us to learn more about others, their values, what motivates them and helps prevent misunderstandings.

Effective listening involves genuinely wanting to hear what the other person is saying, without focusing on what you are going to say next, or interrupting the person when you disagree with them.

This means knowing when to shut up and when to sit with the silence as this gives the person the space to gather their thoughts.

Steps to effective listening • Keep calm and attentive throughout.

• Show respect for what the other person is saying, even if you disagree.

• Make the speaker feel worthy, appreciated, interesting and respected.

• Use open body language: lean slightly forward, maintain eye contact.

• Reinforce the speaker by nodding or reflecting back and paraphrasing.

• Don’t interrupt.

• Allow silences without embarrassment.

• Listen with empathy – put yourself in the speaker’s shoes.

are saying it (tone, body language).

• Be committed, even if angry or upset, to understanding what is being said.

Listening blocks Sometimes we block our capacity to listen effectively. The list below will help you to notice some common blocks to listening: • Mind reading, by guessing what they are going to say.

• Rehearsing, by diverting your attention to what you are going to say next.

• Filtering, by listening to some things and not others.

• Judging, by prejudging and then not listening.

• Dreaming, especially when bored or anxious.

• Identifying, by referring back to your own experience.

• Advising, by thinking up suggestions instead of listening first.

• Sparring, by arguing or debating or putting the speaker down.

• Being right, by not listening to criticism or suggestions for change.

• Listen for key facts. Focus on the issues.

• Derailing, by changing the subject or joking off.

• Ask open questions to understand more deeply and for clarification.

• Placating, by agreeing with everything said “sure … absolutely … incredible”.

• Listen for feelings behind words, notice what the person is saying and how they

The value of being a member

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THE VALUE OF BEING A MEMBER Focus on the value of membership rather than its features.

The elements of value include the benefits of belonging to a union that promotes collective strength, protects and represents its members and negotiates enterprise agreements that deliver improved pay and conditions.

Elements of value • The Membership itself Protection, influence, pay & savings • The Union itself History, performance, achievments • T he people in the Union Elected officials, staff

Seeking understanding

We can ask probing questions to call attention to the issues: What matters to you?

What would you want to gain from joining?

We can ask probing questions to suggest the strengths of the Union: What issues concern you the most?

What do you see as the strengths of the Union?

We can ask probing questions to tap into the member’s hopes for the future: What do you hope the union can achieve?

If you were to create an ideal Union solution, what would it look like to you?

If you could change one thing, what would it be?

How can we cater for people’s NEEDS or WANTS as well as manage people’s FEARS by promoting the VALUE of membership?

Present your conversation so that you positively promote joining the Union.

NEEDS: reason-based, objective criteria – e.g. better pay and conditions.

Create a sense of urgency

WANTS: emotion-based subjective desires – e.g. belief in unions, come from a family that has always been in a union.

FEARS are situations to avoid – e.g. fear of losing your job.

Once we understand the motivations of the potential member - what they want and need to gain from joining the NTEU and what they fear they might lose if they join the NTEU - then we can be more effective in communicating with them.

To find out what motivates a person:

Focus on the benefits of membership.

This is very important, as there is no better time to join that right now.

If the person indicates interest ask them to fill in the form.

If they are undecided, make a specific time to come back and talk with them again.

|SURNAME

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NATIONAL TERTIARY EDUCATION UNION

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MEMBERSHIP FORM

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SIGNATURE

PLEASE USE MY HOME ADDRESS FOR ALL MAILING

PLEASE USE MY HOME ADDRESS FOR ALL MAILING

a member, resignation shall take effect on the date the notice is received or on the day specified in your notice,

1. Choose salary range.AT MY WORKPLACE.  TEACHING INTENSIVE BODY‡your ESTABLISHED  ACADEMIC STAFF  GENERAL/PROFESSIONAL STAFF I HEREBY APPLY FOR MEMBERSHIP OF NTEU, ANY BRANCH AND ANY ASSOCIATED 2. Select 6 month or 1 year membership.

IF YOU FULL TIME OR PART TIME, PLEASE COMPLETE EITHER PAYMENT OPTION 1, 2 OR 3 You may resign by written notice to the Division or Branch Secretary. Where you cease to be eligible to become

ARE TEACHING & RESEARCH Membership fees = 1% of gross annual salary CATEGORY  RESEARCH ONLY & TERM YOUR EMPLOYMENT 3. Tick the appropriateDATE box.

SIGNATURE

DATE IFOPTION KNOWN 4: CASUAL/SESSIONAL

You may resign by written notice to the Division or Branch Secretary. Where you cease to be eligible to become a member, resignation shall take effect on the date the notice is received or on the day specified in your notice, whichever is later. In any other case, you must give at least two weeks notice. Members are required to pay dues and levies as set by the Union from time to time in accordance with NTEU rules. Further information on financial obligations, including a copy Office use only: Membership no. of the rules, is available from your Branch.

YOU ARE CASUAL/SESSIONAL, COMPLETE PAYMENT OPTION 4 ONLY  RESEARCH ONLY YOUR EMPLOYMENT GROUP Part Time must be accompanied

by HoursOTHER: per Week (or fraction,IFsuch as 0.5)

DATE OF EXPIRY TEACHING & RESEARCH CONTRACT RESEARCH ONLY PERMANENT

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TEACHING & RESEARCH

The information on this form is needed for aspects of NTEU’s work and will be treated as confidential.

TheCITY/SUBURB information on this form is needed for aspects of NTEU’s work and will be treated as confidential.

NATIONAL TERTIARY EDUCATION UNION

|STATE MEMBERSHIP |POSTCODE FORM HOME PHONE WORK PHONE NGT 16 YOUR PERSONAL DETAILS | INCLaAREA |MOBILE INCLIAREA CODEto join NTEU CODE and wish to update my details want member   I am currently TITLE SURNAME GIVEN NAMES | | EMAIL |DATE OF BIRTH | MALE  FEMALE  OTHER _______ NGT 16 YOUR PERSONAL DETAILS HOME ADDRESS HAVE YOU PREVIOUSLY BEEN AN NTEU MEMBER?  YES: AT WHICH INSTITUTION? |ARE YOU AUSTRALIAN ABORIGINAL/TORRES STRAIT ISLANDER?  YES TITLE SURNAME GIVEN NAMES | | CITY/SUBURB |STATE  |POSTCODE YOUR CURRENT EMPLOYMENT DETAILS HOME HOMEADDRESS PHONE WORK PHONE | INCL AREA CODE |MOBILE INSTITUTION/EMPLOYER INCL AREA CODE |CAMPUS CITY/SUBURB |STATE ||POSTCODE Classification and Step required OR Annual Salary (which can be used |toDATE calculate MAIL/  OTHER _______ EMAIL OF BIRTH Step) | MALE  FEMALE DEPT/SCHOOL FACULTY |WORK BLDG CODE PHONE HOME PHONE MOBILE | | CLASSIFICATION STEP/ ANNUAL MONTH YES: AT WHICH INSTITUTION? ARE YOU AUSTRALIAN ABORIGINAL/TORRES STRAITNEXT ISLANDER?  YES HAVE YOU PREVIOUSLY BEEN AN NTEU MEMBER? INCL AREA CODE INCL AREA CODE  | POSITION | LEVEL LECTB, HEW4 |INCREMENT | SALARY | INCREMENT DUE EMAIL DATE OF BIRTH MALE FEMALE | |IFKNOWN   OTHER _______ YOUR EMPLOYMENT DETAILS YOUR CURRENT EMPLOYMENT GROUP I HEREBY APPLY FOR MEMBERSHIP CAMPUS ASSOCIATED BODY‡ ESTABLISHED AT ISLANDER? MY WORKPLACE. HAVE YOU PREVIOUSLY INSTITUTION? ABORIGINAL/TORRES STRAIT ACADEMIC STAFFBEEN AN NTEU GENERAL/PROFESSIONAL STAFF INSTITUTION/EMPLOYER  YES: AT WHICH |AREANDYOUANYAUSTRALIAN  YES   MEMBER? |OF NTEU, ANY BRANCH   SIGNATURE DATE  | MAIL/ YOUR FACULTY

 CURRENT EMPLOYMENT DETAILS |DEPT/SCHOOL BLDG CODE OTHER:  INSTITUTION/EMPLOYER CAMPUS CLASSIFICATION STEP/ ANNUAL MONTH NEXT | Sign AND date POSITION | LEVEL LECTB, HEW4 |INCREMENT | SALARY | INCREMENT DUE YOUR EMPLOYMENT CATEGORY & TERM MAIL/ Academic OR General must be ticked FACULTY DEPT/SCHOOL IF KNOWN | | BLDG CODE YOUR EMPLOYMENT GROUP FULL TIME  SESSIONAL ACADEMIC   PART TIME CLASSIFICATION ANNUAL MONTHATNEXT I HEREBY APPLY FOR MEMBERSHIPSTEP/ OF NTEU, ANY BRANCH AND ANY ASSOCIATED BODY‡ ESTABLISHED ACADEMIC STAFF GENERAL/PROFESSIONAL STAFF POSITION GENERAL/PROFESSIONAL STAFF CASUAL   | LEVEL LECTB, HEW4 |INCREMENT | SALARY | INCREMENTMYDUEWORKPLACE. TERM  CONTINUING/  FIXED  

 I want to join NTEU  I am currently a member and wish to update my details

HOME ADDRESS

TITLE

YOUR PERSONAL DETAILS

The information on this form is needed for aspects of NTEU’s work and will be treated as confidential.

 I want to join NTEU  I am currently a member and wish to update my details

THIS IS A GUIDE TO SECTIONS OF THE JOIN FORM THAT ARE SOMETIMES FORGOTTEN OR THAT CAUSE PROBLEMS. FIELDS NOT MENTIONED HERE SHOULD STILL NONETHELESS BE FILLED IN! NATIONAL TERTIARY EDUCATION UNION MEMBERSHIP FORM

Whichever Payment Option is chosen, ALL DETAILS must be completed in order to deduct fees

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All details must be completed in order to deduct fees

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This authority shall stand, in respect of the above specified Card and in respect of any Card I Processed herebyorauthorise National Tertiary Education Unionworking APCA on thethe 16th of theuntil month orthe following issued to me in renewal replacement thereof, I notify Merchant in(NTEU) writingday of its ‡Associated bodies: NTEU (NSW); Union of Australian College Academics

| it must be Signed and If Option | 1 (Payroll) is chosen, Dated for forwarding to Payroll Dept at the Institution

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Casuals must fill out Option4 ONLY

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SIGNATURE

ACCOUNT NAME

BRANCH NAME & ADDRESS SIGNATURE

BSB ACCOUNT NAME

FINANCIAL INSTITUTION BRANCH NAME & ADDRESS

SIGNATURE I INSERT YOUR NAME BSB

OPTION 3: DIRECT DEBIT FINANCIAL INSTITUTION

SIGNATURE I INSERT YOUR NAME ACCOUNT NAME

 VISA

|ACCOUNT NO.

|ACCOUNT NO.

EXPIRY MASTERCARD OPTION DIRECT DEBIT BRANCH NAME3: & ADDRESS

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|DATE

 ANNUALLY 5% DISCOUNT FOR ANNUAL DIRECT DEBIT

|DATE HALF-YEARLY

REGULARITY OF PAYMENT: 5% DISCOUNT FOR ANNUAL DIRECT DEBIT  MONTHLY  QUARTERLY

Full text of DDR available at www.nteu.org.au/ddr

   HALF-YEARLY  ANNUALLY

I hereby authorise the National Tertiary Education Union (NTEU) APCA User ID No.062604 OF to arrange for funds to be debited from my/our REGULARITY PAYMENT: account at the financial institution identified and in accordance with the terms described inMONTHLY the Direct Debit Request (DDR)QUARTERLY Service Agreement

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1323, Sth Melbourne VIC 3205

— — — — — — — —

T (03) 9254 1910 F (03) 9254 1915 Office NTEU National E Box national@nteu.org.au PO 1323, South Melbourne VIC 3205 T (03) 9254 1910 F (03) 9254 1915 E national@nteu.org.au

PO Box 1323, South Melbourne VIC 3205 MAIL TO:

‡Associated bodies: NTEU (NSW); Union of Australian College Academics (WA Branch) Industrial Union of Workers at Edith Cowan University & Curtin University; Curtin University Staff Association (Inc.) at Curtin University; Staff Association of Edith Cowan UniversityOffice (Inc.) at ECU NTEU National

MAIL TO:

of goods/services: NTEU $Description EXPIRY Membership Dues. To: NTEU, PO Box DATE National Office NTEU

SIGNATURE — — — — TO: — — — — MAIL

PO Box 1323, South Melbourne VIC 3205 SIGNATURE ‡Associated bodies: NTEU (NSW); Union of Australian College Academics T Branch) (03) 9254 User ID No.062604 to arrange for funds to be debited from my/our (WA Industrial1910 Union of Workers atDescription Edith Cowan University & Curtin of goods/services: NTEU DISCOUNT FORidentified ANNUAL account at5% the financial institution and inDIRECT accordanceDEBIT with the University; Curtin University Staff Association (Inc.) at Curtin University; Staff Membership Dues. To: NTEU, PO Box F (03) 9254 1915 DATE of Edith Cowan terms described in the Direct Debit Request (DDR) Service Agreement Association University (Inc.) 1323, at ECUSth Melbourne VIC 3205 Processed on the 15th of the month or following working day E national@nteu.org.au Full text of DDR available at www.nteu.org.au/ddr DATE

HALF-YEARLY ANNUALLY  MONTHLY QUARTERLY  QUARTERLY Processed on the 15th of the month or following working day ANNUALLY I hereby  authoriseHALF-YEARLY the National Tertiary Education Union (NTEU) APCA DATE

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Fullstand, text ofin DDR available at www.nteu.org.au/ddr This authority shall respect of the above specified Card and in respect of any Card issued to me in renewal or replacement thereof, until I notify the Merchant in writing of its DATE cancellation. Standing Authority for Recurrent Periodic Payment by Credit Card.

REGULARITY OF PAYMENT:

|PAYMENT:  MONTHLY

CARD NO. SIGNATURE — — — — — — — —ACCOUNT — — BSB NO.— — — — — —

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— — — — — — — — — — — — — — — — I INSERT YOUR NAME User IDAuthority No.062604 to arrangePeriodic for funds to bebydebited from my/our (WA Branch) Industrial Union of Workers at Edith Cowan University & Curtin Standing for Recurrent Payment Credit Card.

— — — — — — — — — — — — — — — — I cancellation. hereby authorise the Merchant to debit my Cardidentified account and withinthe amount with and the at University; Curtin University Staff Association (Inc.) at Curtin University; Staff account at the financial institution accordance $ EXPIRY NAME ON CARD intervals specifiedterms abovedescribed and in the event of any change in the charges for Agreement these goods/ Association CARD NUMBER in the Direct Debit Request (DDR) Service of Edith Cowan University (Inc.) at ECU HALF-YEARLY EXPIRY INSTITUTION  MASTERCARD  VISA PAYMENT:  MONTHLY  ANNUALLY services to alterQUARTERLY the amount from the appropriate date in accordance with such change.

FINANCIAL

OPTION CARD NO. 2: CREDIT CARD

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At least one Payment Option must be filled in

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 RESEARCH ONLY whichever is later. In any other case, you4.mustPay giveby at least two weeks notice.

Members are required cheque, money order or credit card. to pay dues and OPTION DEDUCTION FULL TIME1: PAYROLL TIME HOURS PER WK AUTHORITY  SESSIONAL ACADEMICOffice use only: % of salary deductedlevies as set by the Union from time to timeSalary   PARTOTHER: in accordance with NTEU TEACHING INTENSIVE use only: Membership no. range months 12 months rules. Further information on financial obligations, including a copy 6 Office I hereby authorise the Institution or its duly authorised GENERAL/PROFESSIONAL STAFF CASUAL ofdeduct the ismy available from your toBranch.  I INSERTCONTINUING/ YOUR NAME STAFF PAYROLL NO. IF KNOWN FIXED TERM mayrules, resign bysalary written the$10,000 Division or & Branch Secretary. Where$27.50 you cease to be eligible servants and agents toYou from bynotice regular under: $55to become     YOUR EMPLOYMENT CATEGORY DATE OF EXPIRY & TERM member, resignationfrom shalltime take toeffect on the date the notice is received or on the day specified in your notice, instalments, dues and alevies (as determined PERMANENT CONTRACT $10,001–$20,000: $38.50 time by the PAYMENT Union), towhichever NTEU or its authorised agents.case, Allyou must is later. any other give at least two4: weeks notice.

Members are required to$77 pay dues and IF YOU ARE CASUAL/SESSIONAL, COMPLETE OPTION 4InONLY   OPTION CASUAL/SESSIONAL FULL TIME OF YOUR ADDRESS payments on my behalflevies and inasaccordance with this  SESSIONAL ACADEMIC   PART TIME HOURS PER WK set by the Union fromauthortime to time in accordance with NTEU OverChoose $20,000: Office $55 use only: Membership no.$110 1. yourasalary range. ity shall be deemed to rules. be payments me personally.

This obligations,  Further by information on financial including copy  shall remain inof force untilisrevoked byfrom me inyour writCASUAL the rules, available Branch.2. Select 6 month or 1 year membership.  GENERAL/PROFESSIONAL STAFFauthority CONTINUING/ FIXED TERM  PART ing. I also consent to my employer supplying NTEU with IFHEREBY YOU ARE FULL TIME OR TIME, PLEASE COMPLETE EITHER PAYMENT OPTION 1, 2 OR 3 AUTHORISE INSTITUTION DATE OF EXPIRY Membership feesinformation = 1% ofrelating grosstoannual salary status.

PLEASE ACCEPT MYbox.

CHEQUE/MONEY ORDER  3. Tick the appropriate updated my employment PERMANENT CONTRACT IF YOU ARE CASUAL/SESSIONAL, COMPLETE PAYMENT OPTION 4 ONLY OPTION 4: CASUAL/SESSIONAL 4. by cheque, order or credit card.

OR Pay CREDIT CARD:money MASTERCARD Office use only: % of salary deducted   VISA OPTION 1: PAYROLL DEDUCTION AUTHORITY DATE SIGNATURE 1.Salary Choose your salary range. range 6 months 12 months I hereby authorise the Institution or its duly authorised 2.NAME ON6 CARD Select month or 1 year membership.

INSERTARE YOUR FULL NAME TIME OR PART TIME, PLEASE COMPLETE EITHER STAFF PAYROLLOPTION NO. IF KNOWN IFI YOU PAYMENT 1, 2 OR 3 servants agents deductannual from mysalary salary by regular $10,000 & under:  $27.50 Membership feesand = 1% oftogross  $55 OPTION 2: CREDIT CARD Processed on the 16thdues of theandmonth dayto 3. Tick the appropriate box. instalments, levies or (asfollowing determinedworking from time $38.50 time by the Union), to NTEU or its authorised agents. All 4.$10,001–$20,000: Pay by cheque, money order or credit card.   $77 only: % of salary deducted I hereby authoriseOffice the use Merchant to debit my Card account with the amount and at OPTION OF YOUR ADDRESS1: PAYROLL DEDUCTION AUTHORITY payments on my behalf and in accordance with this authorNAME ON CARD intervals specified above and ity in the of any change in the charges these goods/ Over $20,000: $55 $110 CARDrange NUMBER 6 months 12 shallevent be deemed to be payments by meforpersonally.

This Salary months hereby authorise thedate itswith duly authorised services to alter the amount Ifrom the appropriate in accordance authority shall remain inInstitution force untilorrevoked bysuch me change. in writI INSERT YOUR NAME STAFF PAYROLL NO. IF KNOWNThis authority shall stand, in respect servants agentsspecified deduct from salary by regular ofand theconsent above Card andmy in respect of any Card $10,000 & under:  $27.50 $55 ing. I also toto my employer supplying NTEU with  HEREBY AUTHORISE INSTITUTION PLEASE ACCEPT MY CHEQUE/MONEY ORDER instalments, dues and levies determined timeoftoits  issued to me in renewal or replacement thereof, untilrelating I notify(as Merchant infrom writing CARD NO. — — — — — — — — — — — — — — — — updated information tothemy employment status. timeforbyRecurrent the Union), to NTEU or itsbyauthorised agents. All $10,001–$20,000:  $38.50 Periodic Payment Credit Card.

— — — — — — — — — — — — — — — — cancellation. Standing Authority  $77 OF YOUR ADDRESS payments on my behalf and in accordance with this author- OR CREDIT CARD:  MASTERCARD  VISA EXPIRY SIGNATURE DATE Over $20,000: $55 $ ity shall beHALF-YEARLY deemed to be payments by me personally. This   $110 EXPIRY MASTERCARD VISA PAYMENT: MONTHLY QUARTERLY ANNUALLY     shall remain in force untilrevoked by me in writ- NAME ON CARD authority ing. I also consent to my employer supplying NTEU with HEREBY AUTHORISE INSTITUTION PLEASE ACCEPT MY CHEQUE/MONEY ORDER SIGNATURE information employment status.day  OPTION Processedupdated on the 16th of therelating monthtoormy following working SIGNATURE 2: CREDIT CARD DATE Description of goods/services: OR CREDIT CARD:  MASTERCARD VISA NTEU I hereby authorise the Merchant to debit my Card account with the amount and at SIGNATURE DATE Membership Dues. To: NTEU, PO Box NAME ON CARD DATE NUMBER intervals specified above and in the event of any change in the charges for these goods/ CARD 1323, Sth Melbourne VIC 3205 OPTION 3: DIRECT DEBIT Processed on the of the month or following day NAME ON CARD services to alter the amount from the15th appropriate date in accordance withworking such change.

PAGE 14

NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

HANDLING OBJECTIONS Objections to joining the Union are opportunities – don’t be afraid of them. It is important to be prepared for these objections.

Some common objections are about: • cost, or • lack of commitment to unionism, or • an issue to do with a negative experience in the past.

Have a script ready to handle each common objection.

We hear many objections when speaking to workers. They say things like: I can’t afford it Unions go on strike all the time I get the benefits anyway I can look after myself I’m too busy I don’t like unions.

It is important not to get into an argument with the person. This can be hard. We are human and sometimes our reaction to what they are saying is cynicism, anger, resentment, frustration etc. But if we argue, we may never reach our objective.

Our aim is not to win the debate with them, it’s to get them to join or to become more active. We also have to remember that often the objection is real for the person who is saying it. If we remember this, it can help us empathise with the person.

OBJECTIONS & RESPONSES Here are a few examples of common objections and possible responses.

“I want to think about it.”

Response That’s fine.

I’m here today to answer any questions you may have.

What was it you wanted to think about?

Rationale 1. The person is too embarrassed to say “no” straight up; or 2. There is another, real objection that they are covering up.

Determine what their real objection is.

“I get the benefits anyway.”

Response If we don’t have members, we don’t have a Union.

Only members get the benefits of professional advice and representation.

Your colleagues are contributing to the Union to win improved working conditions and pay for everyone, including you.

You ought to contribute your share to that collective effort.

Can I get you to join today?

Rationale Try to neutralise this in a positive way – we can only win by everyone being together.

Handling Objections

PAGE 15

“I can’t afford it.”

“I’m happy here.”

Response We understand that joining the Union is a commitment.

You only pay … per fortnight.

Response That’s great. What’s the best part of the job?

Union members are standing together to make sure that things like ______ are protected, as well as addressing issues like [mention a campaign issue].

Can I get you to join the Union today?

Refer to breakdown of fortnightly costs on the back page of this toolkit.It is tax deductible.

You can’t afford not to be in the Union.

Over time, being in the Union pays off, with higher wages and more job security.

Can I get you to join the Union today?

Rationale Acknowledge that financial concerns may be real and highlight ways to offset the cost using member benefits and use the campaign issue to emphasise the value of joining.

“I don’t have the time now.”

Response I know you are really busy but it only takes a minute or so to fill out the form, I can help you fill it out, just fill in the main details, we can sort out the rest later.

OR What would be a more convenient time for me to come back?

Rationale The potential member may be intimidated by the complicated appearance of the membership form.

If they are genuinely busy, tell them you will come back later. Make a note and ensure that you go back when you say you will.

Rationale Again, this objection can indicate fear of management. By asking why they are happy, you can encourage them to critically think about their conditions.

Focus on the positive, proactive nature of the Union campaign.

“The Union is weak / it didn’t help me in the past / I had a bad experience.”

Response What happened? When? I’m sorry that ___ happened to you. Union members are standing together to make sure that things like this don’t happen again.

Can I get you to join the Union today?

Rationale Find out what happened and when.

The bad experience may be years ago, caused by another union, or not be the Union’s fault.

Acknowledge the issue – the grievance is real for the potential member – and then move the conversation back to the campaign issue.

PAGE 16

NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

“I don’t have any problems.”

Response The Union helps members when they have workplace problems, but our main role is providing positive collective representation to improve conditions and to stop potential problems from getting out of hand. Members are standing together to make sure that our conditions get even better. That’s why we’re being proactive about [mention an issue] .

Union membership isn’t just for when there’s a problem. By joining the Union, you have protection if a problem arises, whether that’s because of a change of supervisor or because it comes from outside your unit, like a central budget reallocation leading to redundancies. If you wait until the problem arises, it will be too late to join the Union.

Can I get you to join the Union today?

Rationale This objection often indicates fear of management or job security issues.

Emphasise the positive, proactive nature of the Union. Alternatively, it can reflect that people currently get on well with their supervisor and workmates, and see the Union as only relevant if they have problems to solve.

Emphasise collective bargaining and the other things that everybody benefits from whether they have a good supervisor or not.

Point out that circumstances can change quickly, e.g. with a new supervisor, and that the Union does not help people with problems that arose before they joined.

“What’s the point of having a union when they can’t even guarantee your job?”

Response What do YOU think would guarantee your job?

Nobody can guarantee your job – we are here to ensure you have the best conditions and representation available.

The collective agreement is the only thing that protects staff from summary dismissal.

The labour market is volatile and no job is guaranteed but we are here to ensure fair processes and to make sure management can and does justify their actions.

You do have a better chance of keeping your job or leaving with a good payout.

Can I get you to join the Union today?

“What do I get for my money?”

Response Payrises, membership benefits and discounts, tax deductible fees.

Professional representation and industrial support and advice.

A ‘voice’ in the workplace. We’re the only independent voice left.

Social network and support.

Expertise and understanding of the higher education sector.

Cumulative conditions to create a decent working environment: sick pay, compensation, OH&S, superannuation, long service leave, recreation leave, equal opportunity, redundancy.

Can I get you to join the Union today?

Handling Objections

“What is a union?”

Response Your union is all of the staff working together. Your union is made up of staff at this workplace.

Can I get you to join the Union today?

Rationale Emphasise collective, democratic nature of NTEU, and that we have a rank and file elected committee at every university, and delegates across the university.

“Unions don’t seem to understand the financial vulnerability of the university – at this rate we won’t even have a job, let alone a union.”

Response We do understand and lots of our national work is lobbying for increased funding for the sector.

Higher wages attract good staff, build the university, attract more students, therefore build the financial viability of the university.

We are a strong voice for the industry and members – you can be a part of and contribute to strengthening the position of your university.

The NTEU is campaigning on this.

NTEU’s long history representing staff means we understand the funding cycle and the problems of devolved university budgets.

The NTEU has done an analysis of the University’s capacity to pay.

Can I get you to join the Union today?

PAGE 17

“I have a pretty good relationship with my head of school/manager and I can get what I want, but when the Union comes in, it just screws everything up.”

Response The NTEU only represents people at their request.

We are always representing people who thought they had a good relationship with their supervisor.

Supervisors are continually being pressured from above and they often do things they don’t want to/don’t think is good.

What do you mean – tell us about your issue and let’s see what might be done...

You can lose everything you have been given as quickly as... If you belong to our union we can help protect your working conditions.

The sector is becoming increasingly corporate so Heads of School have less autonomy also. You can only really be protected by fair and transparent unionnegotiated processes.

Many Heads of School/managers are union members.

PAGE 18

NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

OBJECTIONS: THE SEVEN STEP PROCESS STEP 1: LISTEN TO THE OBJECTION IN ITS ENTIRETY Rushing to answer seems defensive. Listen so you absolutely know what the answer is.

Practise empathy, in other words seeing it from their point of view.

Pause before you answer.

STEP 2: DEFINE THE OBJECTION Find out exactly what the objection is – e.g. repeat 1-3 words they say: I’m not sure if unions can help in this situation ... [you repeat] in this situation?

The Union has been militant in the past ... [you repeat] Militant?

Ask open-ended questions. Get them to expand on their objection and continue building rapport. Ask: Can you expand on that?

What did you find?

How did it work out in your experience?

Tell me more about that?

Can you explain what you mean by ...?

STEP 3: REPHRASE THE OBJECTION INTO A QUESTION Let them know that you have listened by rephrasing what they said in your words, don’t just repeat. Convert the objection into question – e.g.: So your concern is to ensure that things are not disruptive like other dealings with unions that you’ve had. Is that correct?

Handling Objections

PAGE 19

STEP 4: ISOLATE THE OBJECTION Lets you find out if the objection you’ve heard is the only one – e.g: All right. So the ability of a team of delegates in the workplace being able to work collaboratively to improve staff morale is the only thing that is keeping you from joining today. Is that right?

Be honest and straight forward. Get everything out on the table.

Continue building rapport.

STEP 5: PRESENT THE SOLUTION Demonstrate how the Union’s support and approach can help solve or address the potential member’s concerns. Use everything you know of their needs, background, aims. Let them know what the union may be able do in relation to the specific concern they have identified.

STEP 6: CLOSE THE CONVERSATION Don’t just leave your objection response hanging. Finish it with a final question. Ask an OPEN question to check the person’s understanding.

For example: Who? What? When? OR Let’s make a time for me to visit again?

Ask a CLOSED question, if you are sure of the response. For example: So, how about we fill in the form now?

Can I get you to join the Union today?

STEP 7: GET A SIGNATURE If the person indicates they want to join, make sure you ask them to sign the form there and then. Don’t leave it for another visit.

PAGE 20

NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

CLOSING TECHNIQUES Closing is advancing the process to ultimately get a new member.

Through this process, we should be able to choose the right closing strategy to add a member to the Union.

No conversation should ever end without an agreement to either of the two next steps: a sign up or a follow up.

Closing is not a stand-alone event but a step in a process. There are different closing techniques, but the most relevant ones are given below.

Remember, select the technique most relevant to the potential member.

Assumptive Close When your colleague indicates that they are ready to join give them the Membership Application Form to complete.

This strategy can be/should be used in most of the scenarios as it means you do not have to remember to chase them up for the completed form. This saves your time and theirs in the long run.

It’s a simple form you need to fill out; I just need your basic details; you can start from the top left hand corner of the form.

Deferred Close You offer the potential member time to think, by which the date is deferred to join. This strategy should only be used if he/she needs time to think or is too busy to join on the spot.

How about we book a time in two weeks for me to come and collect the form?

Alternative Close You provide them with another option to try out membership.

How about we get you to join today in your current Casual position (which is very cost effective). Later on when you get contract position, you can convert your membership.

Benefits Close As well as talking to them about the benefits of joining a union, also provide them with information on the additional services that the Union is offering.

We have great Benefits and Savings for you like Travel to Work Insurance, UniHealth and Member Advantage discounts, etc. You can only utilise these if you are a member. How about we get you to join today and enjoy the benefits.

Embarrassment Close You subtly make them feel embarrassed about not joining the NTEU You have been receiving great pay rises because of the work that NTEU has done, obviously through the support of members. Members do feel it when other staff are getting the pay rises when they are not even contributing. So why don’t you join today and grow the strength of the Union so that we can continue this trend of great pay rises and better work conditions.

Closing Techniques

PAGE 21

Empathy Close

POINTERS FOR CLOSING

You empathise with them around workplace issues or concerns they may have and explain to them that only members can receive support and representation to help them with their issue.

I know how you feel. We are not aware of your conditions until you tell us and won’t be able to help you until you join.

Always pay attention to details. Listen to what the potential member is saying as you may be able to pull some important points that will help you to close.

Closing around Urgency You close around an issue/campaign that requires urgent support from members.

We are currently negotiating your Enterprise Agreement and it’s extremely important for everyone to be joining now. Your pay and working conditions will depend on this Agreement. Timing is very important, so why don’t you join today and add one more member to the Union? The more members, the stronger the Union! This is the only way we can negotiate a better Agreement for you.

Never take it personally. Even after you have had a series of rejections you should never take it personally, it’s not you, it can be many other factors that are influencing their decisions.

Closing does not mean that the potential member is going to sign up today, it’s the relationship that you have started to build, if they insist give them time to think. You might have to follow up a few times before you can get them to join the Union.

Ask questions. This will help you to identify problems/issues after that you’ll be able to provide solutions to close.

PAGE 22

NTEU RECRUITMENT TOOLKIT FOR DELEGATES & MEMBERS

TIPS & CHECKLIST Recruiting workers is about listening and asking questions to learn more about the person and build rapport.

Once you find out the issues that concern the person and let them know about the Union you can then ask the person to join the Union.

Work in pairs for the first few visits. This can help you build your confidence and provide a mechanism for feedback.

Use every NTEU event as an opportunity to ask non-members to join the union.

It may take more than one visit to convince someone to join the Union.

Tips for when talking to potential members • Be low-key and friendly, no hard sell • Talk WITH them – not AT them

Locate potential members Find out which existing staff are not yet members and approach them. Introduce yourself to all new staff.

Approach potential members Introduce yourself and your union role. Talk generally about issues to establish a relationship.

Understand their needs Listen actively and ask openended questions – who, what, when, where, how, why.

• Listen without interrupting

Present membership benefits

• Respect their views

Identify their needs and the benefits that will interest them.

• Avoid arguments • Don’t overload with too much information • Don’t use union jargon • If you don’t know the answer, say so – then get back to them.

Be prepared for objections Close: sign up or follow up Decide on a closing strategy.

Follow up Agree on a time to revisit.

Tips & checklist

PAGE 23

HOW MUCH DOES NTEU MEMBERSHIP

COST A FORTNIGHT?

For staff employed on a continuing/permanant basis or fixed-term contract, full time or part time, NTEU fees are set at 1% of your annual salary. So the less you earn, the less you pay.

Casual or sessional staff pay a separate flat rate. Fees are fully tax deductible.

ANNUAL SALARY

FORTNIGHTLY FEE

$30,000

$11.54

$40,000

$15.38

$50,000

$19.23

$60,000

$23.08

$70,000

$26.92

$80,000

$30.77

$90,000

$34.62

$100,000

$38.46

recruitment.nteu.org.au