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Product cover image for SpiceJet and Jaisalmer: A Win-Win Negotiation during a Crisis

SpiceJet and Jaisalmer: A Win-Win Negotiation during a Crisis

Priyanka Vallabh, Suresh Jayaseelan, Ashish Modi

Product #:W31054
Supplier:MDI/Ivey
Discipline:Communications, Organizational Behaviour/Leadership
Setting:India, 2021
Details:Case (PDF) • 18 pages • 2023-07-14

Subjects:

Negotiation strategiesStrategyOrganizational cultureOrganizational behavior

Industries:

Public administration and nonprofits

Geography:

AsiaIndia
Your Price:$9.71

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Tourism, the fulcrum of the livelihoods for residents of Jaisalmer, India, was significantly affected during the second wave of the COVID-19 pandemic that occurred in January 2021. The situation worsened when SpiceJet, the only airline operator of Jaisalmer, announced the suspension of its operations, citing low passenger load and high operating costs. With the support of Ashish Modi, their district administrator, the Jaisalmer community tackled the issue using a first-of-its-kind initiative called “the citizen-airline partnership model.” The interplay between the Jaisalmer community and SpiceJet management unveiled finer aspects of negotiation during a crisis. Would the model succeed in a win-win negotiation?

Learning Objectives

The case can be used in graduate and post-graduate courses in negotiations, communications, human resource management, and organizational behaviour, wherein various strategies, tactics, and elements of effective negotiation during crisis can be discussed and designed. After completion of this case and assignment questions, students will be able to
  • understand the elements of an effective negotiation;
  • understand negotiation strategies and their implications;
  • examine the negotiation tactics used to attain a win-win situation;
  • understand the integrative bargaining approach to negotiation; and
  • recognize the significance of the best alternative to a negotiated agreement.
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Case Study: SpiceJet and Jaisalmer: A Win-Win Negotiation during a Crisis (English version) | Ivey Publishing