Ase Study 4-2: Iberia Airlines Builds a BATNA
Case Study 4-2: Iberia Airlines Builds a BATNA: Using the attached case study, address the following questions (found also at the end of the case study):
Critique the negotiation strategies and tactics of all three key executives involved: Dupuy, Leahy, and Bright.
Critique the overall marketing strategies of the two aircraft makers as demonstrated in this case.
What were the key factors that ultimately sent the order in Airbuss direction?
Assume that Iberia again is in the market for jet liners. How should Bright handle a new inquiry? Be explicit.
Respond to the questions of your chosen study in a well written, 2-3 page, APA-formatted essay. Provide justifications for your decisions and include any resources you use.