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Submitted by pvernon on February 15, 2007
Category: Business
Words: 263 | Pages: 2
Views: 373
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Running head: GAP ANALYSIS: USAuto
Gap Analysis: USAuto
Your Name Goes Here
University of Phoenix
Gap Analysis: USAuto
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Situation Analysis
Issue and Opportunity Identification
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Stakeholder Perspectives/Ethical Dilemmas
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End-State Vision
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Gap Analysis
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Conclusion
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References
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Table 1
Issue and Opportunity Identification
Issue Opportunity Reference to Specific
Course Concept
(Include citation) Concept
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 issuea fixed-pie'in which one person gains at the expense of the...
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