Assignment 1: The Art of Negotiation
Kelley Verenysee Gunn
Dr. Deborah Hill
January 27, 2014
This paper will discuss the art of negotiation. The focus will be on the UPS Strike Negotiation of 1997 between UPS and the Teamsters. The negotiation will be briefly described. The issues and interests of the involved parties will be discussed. Ethical behaviors will be analyzed. Proposals for distributive and integrative negotiations are developed for the conflict between the parties involved.
1. Briefly describe the selected negotiation.
The Teamster’s UPS Strike of 1997 was one of the largest strikes in the U.S., disrupting the delivery of millions of packages throughout the country every day for more than two weeks. At the time of the strike 60 percent of the UPS workforce consisted of low wage jobs that did not provide opportunity and did not provide any of the luxuries that a full-time job afforded, such as the freedom to purchase a home. At a time where the company should have been making attempts to convert jobs into good, decent, full-time jobs, the company wanted to expand more part-time jobs eroding the dreams of its employees instead of building them up. Facebook
The walkout centered on two key issues--the increasing use by the company of part-time workers and control of UPS pension funds by the Teamsters Union. 2. Examine the issues versus the interests of the parties involved. Determine how this difference affected the negotiation. The UPS management contract campaign of 1997 had several key strategic issues. First, the company demanded givebacks, even though it was making more than a billion dollars per year in profits. They were also proposing that more work be shifted to the lower-wage part-time workers. UPS also demanded concessions which would have made the part-time problem worse, proposing...
References: DeMarr, B., & De Janasz, S. (2013). Negotiation and dispute resolution. (1st ed.). Upper Saddle
River, NJ: Pearson Education, Inc.
Teamsters UPS Update (1997) (May 30)
UPS Contract Proposals (1997) (March 27)
“UPS Strike Showed Need For Union” (1998). Letter to the editor from Rick Stahl. Convoy
Dispatch 167 (April): 11
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