Is win‐win just pie in the sky?

Ian Newall (Consultant at Huthwaite International, Rotherham, UK.)

Strategic Direction

ISSN: 0258-0543

Publication date: 1 June 2006

Abstract

Purpose

To discuss the conflict between British Airways and Gate Gourmet in 2005, and analyze the type of negotiation skills that could have been used.

Design/methodology/approach

This briefing is prepared by an independent writer. Reflects on the news coverage of the strike action and negotiation skills.

Findings

Over the years, BA used its bargaining muscle to drive down the costs of Gate Gourmet's services. It was clear that, from Gate Gourmet's perspective, the deal was not sustainable and the only way out was to cut its own costs.

Practical implications

Gives a good overview of the strike, and an insight into different negotiation skills and tactics.

Originality/value

A condensed and easy‐to‐digest format, concentrating on a recent well‐publicized topic. Gives a good insight into negotiation tactics.

Keywords

Citation

Newall, I. (2006), "Is win‐win just pie in the sky?", Strategic Direction, Vol. 22 No. 6, pp. 3-6. https://doi.org/10.1108/02580540610665426

Download as .RIS

Publisher

:

Emerald Group Publishing Limited

Copyright © 2006, Emerald Group Publishing Limited

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