Global Communication

Issue and Opportunity Identification

Issue Opportunity Reference to Specific

Course Concept

(Include citation) Concept

Competition

USAuto's negotiating team did not carefully identify AutoMex's goals. USAuto's goal was to reduce costs through utilizing AutoMex labor. AutoMex, by contrast, viewed USAuto as a source for developing its employees' skill levels. USAuto's negotiating team also approached entering the Mexican market similarly, unwilling to allow AutoMex access to the hybrid engine for AutoMex's own production.

Both of these distributive approaches create win-lose situations and can lead to conflict, as compared to the win-win situations created by integrative negotiations (Kinicki & Kreitner, 2003, p. 504).

USAuto can develop intelligence on potential business relations to understand better others' goals in negotiation settings.

"A distributive negotiation usually involves a single issue--a 'fixed-pie'--in which one person gains at the expense of the other. For example, haggling over the price of a rug in a bazaar is a distributive negotiation," (Kinicki & Kreitner, 2003, p. 71).

Distributive negotiations

Global Communications did not provide or release a plan for employees who are losing their jobs. Global Communications can develop a severance package for those employees who have to lose their jobs.

Offer to help relocate displaced employees.

Too much competition in the communications industry. Keep up with current trends.

Depreciating stock values. Market at an International level.

Moral Global Communications can develop a "FISH Team" who will be in charge of keeping employee satisfaction at the top of their list.

The FISH philosophy. McShane &VonGlinow, 2005 p.1) Four Fish principles: play, make their day, be there, and choose your attitude. Increase the moral of the employees.

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