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Published: Apr 25 , 2013
Author: Robin Copland

BMW used to do it. So did Mercedes. Porsche and Ferrari still do as far as I am aware, though it’s been a while since I checked. Then along came the so-called “budget” airlines and the tactic is back in vogue with a vengeance. It starts with a loud - gaudy even – welcome page on which there is loudly displayed a low figure. At the time of writing, the figure is £10. The word “cheap” appears and you are tempted along to the “flights” window. “£10” and “flights” together; it’s a heady mix that conjures up the golden age of travel together with cheap air fares, so you delve deeper. Mind you – the words “golden age of travel” and “Ryanair” are not comfortable bedfellows, but never mind; I live in Edinburgh – where could I go? What could go wrong?...

Published: Mar 02 , 2012
Author: Robin Copland

A recurring theme when you read about Ryanair’s negotiations – be they with aircraft manufacturers or airport operators – are the words “breakdown of negotiations”. The confrontational style that the airline seems to employ should not necessarily be knocked. It continues to buck the trend and return excellent operating results, but, as it is discovering, its negotiating partners seem less keen than hitherto to bow down and accept the tough proposals that the airline puts forward...

Published: Jan 27 , 2012
Author: Robin Copland

The two biggest world aircraft producers are Boeing and Airbus. These companies have enjoyed a duopoly for the past twenty years, according to Ryanair’s chief executive, Michael O’Leary. Ryanair currently operate 275 Boeing aircraft. The airline is the largest low cost airline in Europe. O’Leary changed Ryanair’s traditional business model to a low-cost model based on Southwest Airlines. He has since refined that model and famously trails what seem at the time to be outrageous ideas before implementing them and seeing them become part of the traditional way of doing business (scratch cards, paying for drinks and food on board the aircraft, credit card charges and the like)...

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The Power of Adjournments

Anjana – a sales leader with an IT firm – is busy preparing for negotiations with a large bank on renewing her firm’s contract with them. Given it is a decent sized deal, Anjana has been preparing for these negotiations over the last several days by interlocking with the account delivery teams, getting buy-ins from the senior leadership & CFO on commercials, getting a handle on the likely strategies from the competition etc. It is no surprise, given the rigour of her preparation, that Anjana was feeling confident about her meeting with the Client CIO.

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