Negotiation Journal Exercise #5
One high profile negotiation reported in the news was between General Motors and Penske.
As part of its bankruptcy restructuring, GM planned to sell its Saturn brand. It had been negotiating with Roger Penske, who in turn had been negotiating with Renault-Nissan. Penske was unable to reach a deal with Renault, and the entire deal fell through. As a result, GM announced that it would close all Saturn dealerships nationwide.
GM started Saturn in 1982 in order to compete with Japanese imports. The brand did well, and people liked its policy of no-hassle sales. However, sales had been declining, especially during 2009.
What were the interests of each party? (GM & Penske)
What was the BATNA of each party?
Describe how the negotiation proceeded and ended?
What might each of the two sides have done better?
Please conduct you own research and reference at least three sources consulted. When you are listing a reference, like an article, please set forth the author’s name, the title of the article, the name of the publication and the date of the publication. If you reference a book, please set forth the author’s name, title of the book and the page number. If you are making reference to an online source, like CNN.com, please set forth the author’s name, the title of the document, the title of the website, the URL, the date of the document and the date of your access to the URL.
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