Assignment task: The UPS Strike of 1996 Win-Lose Negotiation (case study)
1. This was a distributive negotiation. Based on in-class discussion and readings, what are the reasons that this was a distributive situation? What effect did it have on the negotiation?
2. Based on the results, what do you believe were the union's three top priorities in negotiation? Why?
3. The strike lasted for two weeks. What specific pressures may both the union and UPS have felt, inside and outside the company as the strike progressed? Why?
4. The key reasons for the Teamster Union's success is identified as their preparation in advance of the negotiation. In your opinion, how does planning help succeed in a negotiation? What happens if we don't plan our strategy? Provide one specific example.