Each team member will be allocated a role to play in this dispute - for example, a manager, employee, mediator, or union representative. Each actor in this negotiation will have a vested interest in the outcome and will try to achieve their desired outcome from the negotiation process.

The teams are required to conduct a role-play, which demonstrates how the actors in this negotiation resolve their disagreement over these two clauses during the bargaining process. Prior to conducting the negotiation, each actor in the role play will have to consider:

• the outcome they want to achieve, and what outcome/s they would be willing to accept?
• the various negotiation techniques and tactics discussed this semester. Which method/technique will you employ in your negotiations? And why?

You will be negotiating a new collective agreement for a business called Penelope Pitstop. This is a hair and beauty salon with a difference. The company only offers a narrow range of services - blow-waving hair and applying make-up. The vision of the owner and founder, Presley Pantene, was to have salons in the CBD of every capital city in Australia. Working women could come into the salon and have their hair and makeup done each day, before heading into the office. After all, looking fabulous is important when you are climbing the corporate ladder! Presley began by opening one store on Collins Street in Melbourne. From the first day, the business was a raging success. In fact, in the first year of operation, Presley opened 3 additional salons in the Melbourne CBD. Presley now has 10 salons in total, operating in Melbourne, Sydney, Brisbane, Perth, Adelaide, and Canberra. And, Presley has just decided to open a salon on the Gold Coast. In total, there are 75 permanent employees and 8 casual employees working in the salons and Head Office. Currently, all employees have been hired under the Hair and Beauty Industry Award (2010). However, in the last management meeting, several salon managers raised some concerns about certain provisions in the current Award. For a while now, Presley has been thinking about moving to an Enterprise Bargaining Agreement (EBA). The EBA for Penelope Pitstop will be based on the existing Hair and Beauty Industry Award (2010), but Presley would like to alter some of the clauses in relation to hours of work; overtime and penalties; taking breaks; first aid allowance; termination; and consultation about changes to rosters or hours of work. Presley has called a meeting with key stakeholders to negotiate these terms and conditions. At the meeting will be:

• Presley Pantene (Owner and Manager)
• Lane League (union representative from the Hair Stylists Australia Union)
• Casey Capital (employer representative from the Victorian Chamber of Commerce and Industry); and
• Gaylen Glammer (an employee from the Sydney salon).

MY ROLE IS PRESLEY, THE OWNER AND MANAGER

More detail below ...