Case Name :      General Motors Defense

Authors :           Paul W. Beamish, Changwha Chung

Source :             Ivey Publishing

Case ID :            903M02

Discipline :        Negotiation

Case Length :    13 pages

Solution Sample availability : YES

Plagiarism : NO (100% Original work)

General Motors Defense, a division of General Motors, one of the world’s largest automobile manufacturers, designs and manufactures light armored vehicles. The company is approached by General Dynamics to pursue jointly the U.S. Army’s Brigade Combat Team program. However, General Dynamics made it clear that it would also submit a bid on its own. Contrary to past practices, the chief of staff of the U.S. Army planned to award the multibillion dollar contract within only 11 months. The executive director of General Motors Defense has to decide whether the company should bid-it-alone or submit a joint venture bid with General Dynamics.