IBERIA AIRLINES BUILDS A BATNA PDF

Each called him several times daily, the new numbers in his spreadsheet. We are really sorry but we cannot send the sample immediately. In this case study illustrates that JetBlue Airlimes has reached a goal since But it was previously considered bankrupt by some incidents. With having only two major competitors within the manufacturing industry, competition and negotiations can be fierce, long and unpredictable. We have received your request for getting a sample.

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Enrique Dupuy is the chief financial officer and the man who led its search for wide body jets, meant form the start to run a real horse race. Boeing and Airbus are the two manufactures competing for Iberia to buy their jets. The skill and professionalism of Dupuy allowed him to play the game to perfection. It had been a long time since Iberia had brought Boeing.

He went to great lengths to bring Boeing into the bidding war including offering to fly 14 hours to Seattle. By bringing in the used Singapore Airlines s also helped Dupuy strategy. With the crisis in the air-travel industry, Boeing had to take the chance to stem the tide. But Airbus was defending their turf.

Bright did well on the creativity dimension by cutting its price by more than 10 percent after haggling over engine price with GE and financing with leasing firms. Leahy most likely cut prices too much. Leahy should have included a confidentiality agreement regarding the price. Airbus and Boeing are competing for market share through price cuts. In an unstable industrial market this guarantees major advantages in the bidding process.

It would beneficial to both firms if they used a less aggressive price discounting. Each firm had different advantages. Airbus has a better investment return, could be easily integrated with their current planes, which saves money in the long This is by far the best description of a high-level international business negotiation ever published in the popular press.

The insights and lessons are most useful. It had been a long time since Iberia had bought Boeing. He went to great lengths to bring the Boeing folks into the bidding contest including offering to fly the 14 hours to Seattle.

Another stroke of genius was to bring the used Singapore Airlines s into consideration. He also had done a good job during the another bad market year for the aircraft makers negotiations with Airbus by including the resale price guarantees. Bright Boeing was in trouble from the start.

But, in a down market he could hardly ignore a big order even from a European airline with cozy connections to Airbus. He did do well on the creativity dimension by guaranteeing GE concessions on engine maintenance. Leahy Airbus probably gave away too much in price and had not bothered to include a confidentiality agreement about the final price.

In a volatile industrial market this guarantees major advantages in the bidding process. We, of course, cannot and would not counsel collusion between the aircraft makers. But, both firms would be better off with less

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4-2: Iberia Airlines Builds a BATNA - Case Study Example

Enrique Dupuy is the chief financial officer and the man who led its search for wide body jets, meant form the start to run a real horse race. Boeing and Airbus are the two manufactures competing for Iberia to buy their jets. The skill and professionalism of Dupuy allowed him to play the game to perfection. It had been a long time since Iberia had brought Boeing. He went to great lengths to bring Boeing into the bidding war including offering to fly 14 hours to Seattle.

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IBERIA AIRLINES BUILDS A BATNA PDF

Kazi Arafat Munna Executive Summery The airplane industry is dominated by Boeing and Airbus in regards to manufacturing, with over buyers worldwide. With having only two major competitors within the manufacturing industry, competition and negotiations can be fierce, long and unpredictable. Depending on the economic state and state of each company that buys airplanes from the two companies, prices and deals can fluctuate and swing often in the favor of the buyer. He actively engaged in many conversations with both Boeing and Airbus and treated both companies with a great deal of honesty and respect. He also used many great business tactics such as shopping of second hand planes and never giving either Boeing or Airbus any information on who was in the lead for the deal. This lead to Boeing and Airbus dramatically dropping prices and offering more and more incentives as the sales cycle carried on. By communicating with Boeing and Airbus of the others intentions and actions in regards to prices and discounts, Iberia was able to successfully get the ultimate buying price within the range that they had initially wanted.

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Iberia Airline Builds A BATNA

Fenrikus Using our plagiarism checker for free you will receive the requested result within 3 hours directly to your email. Irala replied yes, pending In the next few days, the sales teams from Boeing and Airbus board approval—and looked over with a grin at Dupuy, who sat each huddled to refine their offers. Bright made the price cut without the concession. A nonher byzant of genius was to bring the used Singapore Airlines s into consideration. We, of course, cannot and would not advise collusion between the aircraft manufacturers. Help Center Find new research papers in: Irala, a bear of a man who is credited with saving Iberia buying used makes sense because it offers the flexibility of other from bankruptcy eight years ago, told the Airbus executives that options. In future negotiations with Iberia real consideration has to given to bidding list price and leaving at that.

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