Iberia Airline builds a BATNA Jacki DiSanto Cleveland State University Iberia wants to buy new jetliners. 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. Dupuy is very competitive‚ his rule is “Whoever hits its target‚ win the order”. Boeing and Airbus are the two manufactures competing for Iberia to buy their jets. Toby Bright is Boeing’s top salesman for jets. John Leahy is a New York City native
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most useful. 1. Iberia’s Dupuy played the game to perfection. His critical task was to strengthen his BATNAs (best alternative to a negotiated agreement). 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 747s into consideration. He also had done a good job during the 1995 (another bad market year for the
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7. Introduce the firm: a. who is the firm? Iberia Airlines i. whom does it serve? In 1944‚ the civil Aviation Conference was held in Chacigo‚ where fifty two states siged an International Convention that established the basic principles for the functioning of the air market: each country could negotiate bilateral agreements with other countries in order to regulate the market conditions that would govern air traffic. Before the 1980’s‚ the planning system used was basically “ point to point”
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Batna for Soutwest Airlines and Muse/Transtar Realistically negotiating from a less powerful position 1. Know your and their source of power. 2. A Good BATNA 3. Access and Mobilization of Resources 4. Collection of Information 5. Strategy Development 6. Power Tactics Elaboration 1. Introduction - Know your and their source of power – Analyze By identifying yours and their sources of power. But in order to do this‚ you need to know what gives one negotiator more power than another
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Call Poly Pomona IBM 436‚ International Negotiations BATNA Case (AnyCo) Winter‚ 2015 AnyCo is a US consumer product company enjoying broad distribution and dominant market share in its domestic market. An opportunity exists to penetrate and perhaps dominate an offshore market‚ PseudoLand‚ worth an estimated $20 million in sales per year. Domestically‚ however‚ each dollar of revenue consistently produces the following income statement (P/L): Sales $1.00 Delivered Cost of Goods .55 Gross
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IBERIA CASE STUDY Iberia was founded on June 28‚ 1927 by Horacio Echeberrieta. It was not only Spain’s first airline‚ but also the first to fly between Europe and South America (as of 1946)‚ the first to establish a walk‐ on air shuttle service (between Madrid and Barcelona)‚ and the first in Europe to offer an international frequent flyers customer loyalty programme (Iberia Plus). In 2001‚ on April 3‚ Iberia’s privatization process was completed‚ when its shares were listed for the
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Alternative To a Negotiated Agreement (BATNA) as a dynamic measure of negotiating strength‚ and develop a systematic quantitative iterative approach to assist in the negotiation process. We explore using simulation the efficacy of negotiating for more than one alternative at the same time. The objective of our approach is to help a negotiator achieve a good‚ hopefully an optimal‚ result effectively. Keywords: Negotiation; Best Alternative To a Negotiated Agreement (BATNA); Filtering; Multi-criteria decision
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Case study: The Muse/TransStar and Southwest Airlines BATNA Case Overview Muse Air was struggling amid the 1982 traffic controllers’ strike‚ a massive debt to service and shrinking cash reserves. By the end of 1984‚ they were looking for a merger to keep it afloat. In 1985 culminated the purchase of Muse Air by its long time nemesis and rival‚ Southwest Airlines. Southwest Airlines paid USD 60.5 millions in stock and cash for Muse Air when Muse Air was on the verge of collapse in 1985. After completing
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L6-03 Case Study Case Study Iberia Airlines CS (L6 - 03) INSTRUCTIONS FOR CANDIDATES The Supply Chain Management in Practice examination is designed to assess your ability to apply the essential theories‚ principles and techniques of purchasing and supply chain management to a realistic business situation. The Supply Chain Management in Practice examination is a three hour open-book examination. The examination questions will draw on material from the other compulsory Level 6 Graduate Diploma
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enduring for more than one hundred year. Because of the recession‚ many companies in Europe implement merger and acquisition activities to deal with the economic crisis. In this report‚ take the merger of British Airways and Spain’s national carrier Iberia as an example‚ the reasons of merger‚ the influences of the merger will be disabused. Merger and Acquisition A corporate merger is the creation of a single firm for two firms and combine their assets and liabilities. Merger tends to be used
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