The Art of Negotiation

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Assignment 1: The Art of Negotiation Kelley Verenysee Gunn Dr. Deborah Hill Strayer University BUS 526 January 27, 2014 Abstract 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…show more content…
The mobilization of the union’s members to shut down the company’s operation was the basic weapon which won the strike for the Teamsters. 4. Determine the Best Alternative to a Negotiated Agreement (BATNA) and Worst Alternative to a Negotiated Agreement (WATNA) for each side of the negotiation. At the start of the strike, the BATNA for UPS was to offer to advance 10,000 part-time workers into full-time jobs only after other full timers retired or quit. They also stated they would only agree to create 1,000 new full time jobs. Their concessions for subcontracting were also included in their Best Alternative to a Negotiated Agreement. The Worst Alternative to a Negotiated Agreement for UPS was holding out and refusing to concede to the demands of the union causing the company to lose business and money. The BATNA for the union workers was creating full-time jobs for part-timers and reducing the hourly wage differential. The WATNA for the union was to be offered the full-time positions only after the current full-time workers retired. 5. Develop a proposal for a distributive negotiation strategy for this negotiation. The objective of a distributive negotiation is to achieve an efficient compromise by focusing on the distribution of outcomes as opposed to meeting the needs of the parties involved (Demarr, de Janasz, 2013). Distributive negotiations are often adversarial in nature. UPS offering the

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