Module 3 - Case
Negotiation Strategies & Procedures
Of the very many topics and issues raised in this module, I have chosen to focus on the preparatory phase. A solid preparation is the key for effective negotiations. It reduces uncertainty; it saves overall time, and allows for focus.
The following article sheds an interesting light on Australian women preparing for negotiations within the workplace.
Please read (access via ProQuest): van Wanrooy, B XXXXXXXXXXWomen at Work in Australia: Bargaining a Better Position? Australian Bulletin of Labour. Adelaide: 2009. Vol. 35, Iss. 4; pg. 611.
Abstract: The Australian industrial relations system has undergone significant upheaval in the last few decades, with a push towards decentralization. Women have traditionally relied on centralized wage setting and other statutory arrangements to improve their chances of equitable outcomes. One factor to which the widening gender pay gap is attributed is the introduction of enterprise and individual agreements (van Gellecum XXXXXXXXXXUsing the Australia at Work study, this paper explores women's experiences at work, focusing on their position in the labor market and their role in bargaining at the workplace. Using the Australia at Work study this paper examines the quality of women's employment in terms of how they are engaged and the types of work they in which they are engaged. Evidence of men and women's levels of bargaining power and involvement in workplace negotiation is also provided. The improvement and maintenance of many women's working conditions will rest on the success or failure of the low-paid bargaining stream.
After carefully reading through the background materials, and this article, please answer (in about 3 pages), the following questions:
You have been chosen to represent the women in their bargaining with their employers.
- What are the fundamental problems facing women wishing to improve on their employment within the workplace?
- How would you prepare for the negotiations? The key word is "prepare."
- What would you define as an interest (at least two), and what as possible positions to these interests?
- Focus on (Q2) the preparations you will make.
- Distinguish (Q3) between the interests and positions.