1.

Need
To submit a bid for the project, interests of Airport Authority of India Ltd for the aspired
environment friendly and ideals are strategically aligned with his own business practices in
order to pursue his prospective commercial plans.

2. Interests
● To formulate a satisfactorily structured performance bank guarantee scheme in order
to pursue the joint undertaking in the project .
● To receive a composite deal for both Authority and Contractors or arrange for an
exclusive collaboration that secures the growth momentum.
● To ensure the continuance of sub contractor in the deal
● To ensure time limit compliances in the conduct of various phases of the deal.
● To minimizing the cost-exposure entailed in the runway.

3. Strategic strong points

1.M/s Runway Construction Ltd has found techno commercial responsive with sub contractor
2. Investment: A way to generate revenue by investing in solar power technology with four
sub contractors to reduce the risk of a bank scheme.
3. Environmental friendly: A way to save time for construction of runway within the minimal
percentage set.

4. Strategic weak points

1.Financing: Potentially that the financing should come from EMD Guarantee given that the
latter does not have adequate funds.
2. Contractual breach : Construction have potentially already broken the agreement with
Authority –could use this to drive a more favourable

5. Goals and Objectives

1.To secure assurance from Bright Ltd for the continuance with contractor, ethics with
promotion of good reputation
2. Time bound extension of 5% performance bank guarantee

6. Negotiating/Conciliatory Points
● To accommodate the interests of both the authority and contractor by compromising
on the estimated Performance bank guarantee for the project.
● To appoint four sub contractors to ensure smooth construction of the runway.
● To plan reasonable consideration under joint undertaking is even cost effective.

7. BATNA
Their perspective
An essential term of the contract that in order to avoid frivolous claims, the invoking
arbitration specify the disputes based to construct the runway with 65% Performance bank
guarantee hire only one subcontractor along with contractor upon facts and calculations
stating the amount claimed under each claim,keep the amount in deposit till the
announcement of the award and disposal of Bright light Ltd not able to work with contractor.

Your perspective
To construct the runway with 5% Performance bank guarantee hire four sub contractors,
desperate a new deal with potential pricing and resist compromising.

8. WATNA
Their perspective
Authority tenuous conditions for additional funding and superficial appearance of Bright light
Ltd.

Your perspective
Contractor will be unable to pursue the bid project without sub contractor, insufficient
grounds for annulled contract.