Several years ago, the authors of this blog toured the United States to glean what Australian employers could learn from the US enterprise bargaining experience. This led to the widely reported “7 lessons from the US for successful bargaining”.

The observations made then remain pertinent today. Those lessons are:

  1. The groundwork for a successful bargaining campaign began three years ago;
  2. Enterprise bargaining time is not engagement time;
  3. Successful bargaining campaigns are business-wide and top-led;
  4. Employers ought lead the communication agenda: “tit for tat” communications are rarely effective;
  5. Successful bargainers seek to control the bargaining agenda;
  6. Plan in advance for BATNA [Best Alternative To a Negotiated Agreement] and fallout; and
  7. The individual relationship remains paramount amidst a collective-based framework.