BAM 615 Negotiation and Conflict Management

BAM 615 Negotiation and Conflict Management

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BAM 615 Negotiation and Conflict Management

Assessment Criteria: 

Please refer to Appendix B of the Programme Regulations for detailed Assessment Criteria.

Plagiarism: 

This is cheating. Do not be tempted and certainly do not succumb to temptation. Plagiarised copies are invariably rooted out and severe penalties apply. All assignment submissions are electronically tested for plagiarism. More information may be accessed via: https://mba.elearning.london.ac.uk/course/view.php?id=5&section=1

Penalties for exceeding the word count: 

The content within the main body of text comprises the overall word count, including in-text citations, references, quotes, heading and sub-headings. The cover page, reference list and any appendices do not count towards the overall word count. Full submission instructions are included in the VLE with coursework submission forms. There are penalties for exceeding the specified word count.

• The maximum word limit for this coursework assignment is 2,500 words (excluding the list of references).
• You may use less than 2,500 words but in so doing you may be penalising yourself as it is likely to be challenging to respond to the coursework brief.
• You MUST state an accurate word count (excluding the list of references) at the end of your work. If you do not state an accurate word count your mark will be reduced by 5 marks.
• The content within the main body of text comprises the overall word count, including in-text citations, references, quotes, heading and sub-headings. The cover page, reference list and any appendices do not count towards the overall word count.
• For coursework and project items, students should not exceed the maximum word limits by more than 10%.

1. a) If the word count is between 10% to 20% above the maximum word limit, 5 marks will be deducted. b) If the word count exceeds the maximum word limit by more than 20%, students will receive zero marks for their work. BAM 615 Negotiation and Conflict Management

Instructions: 

It is June 1st 2020, Europe is recovering from a major pandemic, air travel has come to a halt, but there is evidence of recovery and there are plans to restart national and international travel.

You are asked to draft a memo advising the owner of Aegean, a regional European airline. Aegean’s base is in Athens, Greece; it is the major Greek airline controlling 85% of the market; it operates a fleet of 60 aircraft flying to around 150 destinations, mainly in Europe; its main hub is in Athens.

The following four questions are based on hypothetical scenarios. Your answers must be reasoned and supported by your own research of the relevant industries based on information that is publically available.

The four questions carry equal marks.

Question 1 

Your task is to provide a summary note on the position of Aegean against the broader industry environment in Europe and highlight the main risks and opportunities that the company is facing.

In your answer, you must provide a list of short, medium, and longer-term targets you believe the company must adopt.

Question 2 

Advise Aegean on an ongoing acquisition negotiation with F-Line, a small, privately owned, French airline that has run into financial difficulties.

In your answer, you must focus on the most desirable outcome that you have chosen against the broader industry environment, identify the appropriate negotiation model, and describe the negotiation strategy that Aegean must follow.

Question 3 

Aegean has placed with Airbus, an aircraft manufacturer, an order for 10 A-320, an aircraft with a flight range of 6,300km, and 5 A-350, an aircraft with a flight range of 15,000km. The latter order was placed as part of an ambitious growth plan including flights to non-European destinations.

Aegean wants to renegotiate both orders.

Your advice must consider the relationship between Aegean and Airbus, discuss the reasons for your choice of desirable outcomes, and analyse and identify the most appropriate negotiation models.

Question 4 

Aegean is considering the creation of a hub in Stansted, one of the smaller London airports, and has started a conversation with the airport operator.

This is linked with advanced negotiations for the acquisition of Sunkiss, a tour operator specialising in package holidays across the Mediterranean. The Sunkiss negotiations have started before the pandemic hit Europe.

In your advice, you must consider the links between the two sets of negotiations, discuss the reasons for your choice of desirable outcomes, and analyse and identify the most appropriate negotiation models. BAM 615 Negotiation and Conflict Management

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