The Art of Negotiation Research Paper

Art of Negotiation

Briefly describe the selected negotiation

The selected negotiation is the United Parcel Service (UPS) strike of 1997. UPS was established in the year 1907 and has since then grown into the biggest provider of package delivery as well as logistic services across the world.

Examine the issues versus the interests of the parties involved. Determine how this difference affected the negotiation

At the time, one of the key business strategies of UPS was to generally employ part-time personnel, which was considerably appealing to young individuals. These personnel were handed work at off-time periods and shifts and they earned wages and benefits negotiated by the workers’ union. Nonetheless, part-time employment at the company generated very minimal prospects of progress in work irrespective of the time period one worked as an interim contract employee. By the year 1997, the labor force of UPS was made up of approximately 182,000 part-time employees, who worked for an average period of about 26 to 28 hours every week (Richter, 2011). This encompassed extents of 5 years that could be relatively at part-time reimbursement rates. This situation was quite unfair to such personnel. As a result, the Teamster Union, which was responsible for managing the bargaining negotiations for wage earners in UPS, undertook a comprehensive examination of this issue and made the decision to initiate a major offensive strike against United Parcel Service (Zerega, 1997). In addition, the union was largely relying upon backing from the general public (Worcester, 1997).

Analyze the ethical behavior or tactics that are being used in the negotiation. Determine the effect they might have on the outcome of the negotiation

The tactic employed by union members of UPS and their negotiators was to prudently examine the constitutional rights of part-time workers and the details of the contract between UPS and the Teamster Union. The examination encompassed the scrutiny of percentages and quantities linked to part-time workers contrasted with those of full-time workers, comprising inequalities in remunerations, retirement fund benefits and restricted prospects for full-time employment. Subsequently, they formed a campaign that displayed and demonstrated the inequity of financial situations between part-time and full-time UPS employees (Richter, 2011).

As a result, they were able to show a vivid depiction of the manner in which UPS takes advantage of personnel by employing part-time workers so as to curtail expenses and employer responsibilities commanded by the federal government in sustaining consistent personnel. In turn, the Teamster Union together with UPS union members, were able to obtain backing from workers and global union organizations with respect to their strike demand (Moberg, 1997). Included in the tactic was the conveying of e-mails, which facilitates UPS employees to…