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? (5 marks)
2) Based on the results, what do you believe were the union's three top priorities in
negotiation? Why? (5 marks)
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? (5 marks)
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.
(5 marks)