Select Page

You will prepare and submit a term paper on 4-2: Iberia Airlines Builds a BATNA. Your paper should be a minimum of 500 words in length.

You will prepare and submit a term paper on 4-2: Iberia Airlines Builds a BATNA. Your paper should be a minimum of 500 words in length. IBERIA AIRLINES BUILDS A BATNA Critique the negotiation strategies and tactics of all three key executives involved: Dupuy, Leahy, and Bright.Dupuy was a shrewd negotiator. Dupuy wanted two purchase airplanes for Iberai, but wanted to be fair on the two major airplane makers, Boeing and Airbus. In as much as since 1997, Iberai had only bought airbus planes. Dupuy decided on bringing the two salesmen of the two airplane makers on the negotiating table to compete for the bids. Dupuy wanted to be convinced of the two new models, which would be best for Iberai in all ways. In leaving the two parties to compete, was a good strategy. Leahy on the other hand, ensured that Airbus had won the contract (Alex, 2013). In being in constant communication with Dupuy and adhering to the conditions placed by Iberia, airbus managed to win the bid to supply airplanes to them. Bright on the other hand had poor negotiating skills as he failed to meet some of the conditions placed for the bid to be won. 2. Critique the overall marketing strategies of the two aircraft makers as demonstrated in this case.Airbus Company had a shrewd marketing strategy. With the offers on the table together with its competitor, Boeing, Airbus tried its best to ensure that it took the winning bid from Iberia (Alex, 2013). With a starting target of Iberia wanting to purchase any of the two airplanes at a cost 10% lower than their initial bids so as to meet the target, quite a lot of promises were made by the two companies on the benefits they would give to Iberia in case they were awarded the bids. Airbus managed to lower its price to the target value expected by the Iberia management, plus also added a number of offers, hence making them the best company on the table to win the bid. 3. What were the key factors that ultimately sent the order in Airbus direction?The key factors that sent the bid to be won by Airbus were the benefits accrued by buying their planes. First of all, they offered a cheaper buying price when compared to their competitors (Alex, 2013). In addition, the Airbus Company managed to chip in issues with future value plus maintenance costs which threw their competitors off-guard hence winning the bid. 4. Assume that Iberia again is in the market for jet liners. How should Bright handle a new inquiry? Be explicit.In the event that Iberia returns to the market in search of new Jet liners, Bright should handle the situation differently and learn from his past mistakes. First of all, he should employ a good negotiation and marketing strategy in place that would lead to them winning the order.This can be achieved through employment of a top notch marketing team with the capability of closing deals. In addition, Boeing can find ways of cutting down on their expensive initial price to come to a price lower than Airbus. In addition, they should place after sale services in place that would attract Iberia’s eyes more than Airbus (Alex, 2013). For instance, they should chip in a reduced maintance fee, fuel cost cut downs, employee training, free monthly check-ups and repairs on the planes plus many more. ReferenceAlex Croft. (2013). Iberia Airlines Builds A Batna. New York: Devki Publishers.

Give us your instructions.
Select the type of service you need: writing, calculations, or programming. We’ve created an intuitive order form that tells you what information to enter and where, so make sure to fill out each required field. Also, make your requirements as specific as possible. Don’t rush! Take your time and explain everything in detail how it works.

Proceed to checkout and enter your credit card details or PayPal login, how to pay. Follow the payment provider’s instructions to confirm the transaction.
Now your order is in our system! We’ll start processing it right away.

Place Your Order

Contact Us

Frequently asked questions
Is your service confidential?

When you place an order with our company, we ask you to provide us with such personal information as your name, phone number, and email address. We need this data to keep you updated on the important things related to your order or account.

Is there a possibility of plagiarism in my completed order?

We complete each paper from scratch and in order to make you feel safe regarding its authenticity, we check it for plagiarism before its delivery. To do that, we use our in-house software, which can find not only copy-pasted fragments but even paraphrased pieces of text. Unlike popular plagiarism detection systems that are used by most universities (e.g., we do not report to any public databases—therefore, such checking is safe.

We provide a plagiarism-free guarantee that ensures your paper is always checked for its uniqueness.

Is there a money-back guarantee? If yes, how can I receive a refund?

You can certainly get your money back in several cases. You can receive a full refund if you have paid for your order twice or if you have placed two identical orders. In case your paper was late or the quality of the paper does not correspond to your expectations, you will get compensation for these issues.

Do you keep a database of pre-written essays?

No, we do not have such a database. All papers you order from us are written from scratch. This means your paper is unique and has never been published before—neither will it be published after we deliver it to you.


When will my custom paper be done?

While placing an order with WritersHub, you can choose a period of time within which a paper should be delivered to you. The countdown until the specified deadline starts automatically from the moment we receive your payment in our system. For example, if you pay for your order at 6pm on Monday and choose a 3-day delivery option, you will receive your custom paper by 6pm on Thursday.

Remember that a writer needs a sufficient amount of time in order to conduct thorough research. Therefore, please choose the most suitable deadline when you place an order. Moreover, the later you need your paper to be delivered to you, the cheaper it will be. Thus, you will be able to save your money while your writer will have enough time to work on your order and ensure its quality.

Make sure you upload all the additional materials at the very beginning. If you fail to do that, the deadline for your order will be postponed as well.

I haven’t received my custom paper by the deadline. What should I do?

Let us know immediately about that. You can do it by writing a message on Facebook or email us. Our support manager will carefully examine your order and will assist you with it right away. The reasons for late delivery may vary from time to time. It can happen that you have entered a wrong email address or your spam filter does not allow you to receive emails from us. It is also possible that the writer is waiting for your reply and can not continue working without your assistance, or we are checking the work for plagiarism. Whatever the case may be, contact us if you have any problems with getting your order on time.