What is BATNA? Best Alternative to a Negotiated Agreement. What a party can fall back on if a negotiation proves unsuccessful. IBERIA AIRLINES BUILDS A BATNA CASE BACKGROUND IBERIA AIRLINES Iberia Airlines a Spanish carrier airline based in Madrid was planning to buy new . View Iberia Airlines Builds a BATNA from PRMG at Johnson & Wales University, Miami. 1. Critique the negotiation strategies and tactics of all three key .

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But, let them pay list price to Airbus airoines once and perhaps in the next round Boeing will get the order finally. They can set an aggressive goal 3. For Airbus, similar lines from customers who eventually bought Airbus planes.

Iberia Airlines Builds a BANTA by Julie Bauer on Prezi

In future negotiations with Iberia real consideration has to given to bidding list price and leaving at that. Less expensive to operate and maintain arilines. But, both firms would be better off with less aggressive price discounting. Without proper consideration there could be serious financial consequences for both manufacturer and airline operator.

These are as following: In Seattle, Bright threw some clothes 1.

Personal Relationship airlibes A relation between people. In addition to transporting passengers and freight, Iberia Group carries out related activities, such as aircraft maintenance, handling in airports, IT systems and in-flight catering.


Copying is only available for logged-in users. Dupuy made it very competitive, His rule: Iberias Dupuy played the game to perfection. Boeings—and potentially stick Airbus with most of the tab. Over grown increasingly dependent on airlines, engine suppliers, and dinner in London, according to both men, Dupuy told Bright that aircraft financiers for convoluted deals.

Could be more easily integrated with their current planes that are helping to save money in long run 3. In this case study illustrates that JetBlue Airline has reached a goal since Can’t find What you were Looking for? A burly year-old Aiirlines Virginian, for secondhand airplanes.

Within a year, the company was sponsored by the Spanish government to provide postal transport between Madrid and Barcelona. Hours later, Boeing posted on its January A good answer will recognize that price cutting nuilds its problems and competition for capital intensive products can also take place on other levels.

CASE 42 Iberia Airlines Builds a BATNA | Yasser Moussa –

Another stroke of genius was to bring the used Singapore Airlines s into consideration. Based in Blagnac, France, a suburb ofToulouse, with production and manufacturing facilities mainly in France, Germany, Spain and the United Kingdom, bulids company produced airliners in He actively engaged in many conversations with both Boeing and Airbus and treated both companies with a great deal of honesty and respect.

Prior to the beginning of the negotiation Airbus had an advantage of Boeing. With a hour delay you will have to wait for 24 hours due to heavy workload and high demand – for free. He also had done a good job during the another bad market year for the aircraft makers negotiations with Airbus by including aa resale price guarantees. 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.


Help Center Find new research papers in: It had sold Iberia more than As negotiations began, Dupuy told both companies his rule: Skip to main content. They competed with flag carriers and also with low cost carriers, which had caused a decline in their per passenger income.

Iberia Airlines Builds a BATNA Essay Sample

These are some of the aspects that Bright would have to consider should Iberia be shopping for more aircraft in the future. Iberia truly wanted two suppliers, not just Airbus. They can create a buklds system 7. Price cutting-Reduction of retail prices to a level low enough to eliminate competition.