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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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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Bullard Houses: Interests and Buyer (Absentia) Seller (Downtown Co.) BATNAs of Parties Interests Interests Preservation Residential No poor press Room for James Bullard Money BATNA Quincy style market: $19 million Residential brownstones: $15 million Confidentiality Money BATNA Alternative site at $20 million--important not to leak b/c price of site could go up $24 million reservation price Negotiations - Terri K 1 Bullard Houses: Bargaining Zone Positive
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BATNA – BEST ALTERNATIVE "Don’t put all your eggs in one basket." It’s an old saying which has stood the test of time. Some of you urbanites‚ sitting in your cubicles‚ may be scratching your heads and wondering‚ ’What in the name of Hades does this mean?’ Meanwhile‚ back out there in the countryside‚ a ruddy faced farmer‚ is likely rolling his eyes and patiently explaining‚ that should you trip on the way back to the kitchen‚ eggs are no longer on the breakfast menu. To a negotiator‚ this wise
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Best Alternative to a Negotiated Agreement A party’s BATNA is a measure of the balance of power among the negotiating parties based on the resources they control or can influence to respond to their interests that will be addressed in a given negotiation. “walking-in” BATNA‚ that group of resources in your pocket before negotiation begins‚ and the dynamic BATNA that changes as you gain information during the negotiation process gives you a sense of whether to undertake a negotiation and whether
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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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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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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. 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
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BATNA: Best Alternative to a Negotiated Agreement WATNA: Worst Alternative to a Negotiated Agreement Popular Attribution to Fisher & Ury‚ Getting to Yes. Introduction: In most settlement negotiations‚ parties are influenced consciously or unconsciously by their assessment of their alternatives to a negotiated agreement. The better their alternatives‚ the more they may push for a more favorable settlement. The worse their alternatives‚ the more accommodating they may be in the settlement negotiations
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House music is a genre of electronic dance music that originated in the American city of Chicago in the early 1980s. It was initially popularized circa 1984 in Chicago‚ but beginning in 1985‚ it fanned out to other major cities across North and South America‚ as well as Europe and later Australia.[1] Early house music commercial success in Europe saw songs such as "House Nation" by House Master Boyz and the Rude Boy of House (1987) and "Doctorin’ the House" by Coldcut (1988) in the pop charts. Since
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