A little over six weeks ago, the Presidents of four of the world's largest aircraft engine companies drafted a joint memorandum announcing an "agreement in principle" on a 30-year joint partnership in the design, manufacture and sales of a new generation engine, the A-2000. The memorandum requested that company representatives convene to negotiate the details of this agreement.
Airborne, a U.S. company, has for 50 years been the world leader in engine technology. Airborne will be the "lead" partner in this venture, with primary responsibility for coordinating with the other three partners: SERSI (France), Novo (Italy), and Kiatsu (Japan). Each of these partners has agreed to pay a fee to Airborne, in exchange for which Airborne will provide the majority of the technical information needed to build the new A-2000.
The negotiators at the table include:
K. Hutchinson - Project Manager, A-2000: has overall responsibility for the A-2000 project for Airborne; will lead the opening negotiating session
H. Walleck - Finance Manager, A-2000: reports to Airborne's Financial VP; specialises in keeping track of financial options and opportunities
T. Grant - Manager, International Sales and Marketing: responsible for int'l sales and marketing of all Airborne products, to now include the A-2000
G. Delnay - Representative for SERSI (France): represents SERSI in all int'l negotiations, and will work to ensure SERSI's interests
S. Iannella - Representative for Novo (Italy): VP of Int'l Affairs at Novo; will represent Novo now and throughout the venture
H. Takami - Representative for Kiatsu (Japan): specialist in int'l ventures, and will work to ensure agreement is satisfactory for Kiatsu
There are four key issues for these representatives to negotiate: