1. Workforce Conference - Park Hyatt Good Faith Bargaining Stuart Wood, Henry Skene, Chris Gardner www.stuartwood.com.au hskene@abl.com.au chris.gardner@freehills.com 22 nd September 2009

2. Good Faith Bargaining

3. Part 1: Stuart Wood The key section The key section International will be relevant International will be relevant Part 2: Henry Skene Context and Control Context and Control Part 3: Chris Gardner Negotiating Tactics Negotiating Tactics

4. Part 3 Chris Gardner – Partner, Freehills Negotiating Tactics

5. A lesson from Margaret…

6. Top 10 for employer negotiators 1. Prepare, prepare, prepare 2. Set the agenda – work the process/tactical concessions 3. Document everything 4. Be tough on – justification for their demands 5. Be tough on – justification for your responses 6. Call aberrant behaviour 7. Play the ball – not ‘the man’ 8. Use data – rely on facts 9. Know your BATNA 10. Increase your investment in bargaining

7. Good Faith Bargaining