Objective & Goals

I. Immediate resolution of the issue of faulty catalytic converters, including costs of

repair, for timely repairs of the existing fleet before the MotoGP race.
II. Re-negotiation of the supply agreement to potentially incorporate outsourcing of
purchase and repairs for the immediate need of repairs.
III. To ameliorate the internal management of TatoMotors (preferably through buying
equity) for more effective cooperation between the two companies and actualizing
the potential of the patented CarbonFree tech.
Strengths and Weakness of Parties
Strengths of Advani Wheels
 Strong Market Presence: Advani Wheels has immense popularity in many Indian
cities including Noida where the MotoGP race is going to take place and is a fast
growing company with a high valuation of $380 million.
 Public Image: AdvaniWheels is a popular choice among consumers in these cities as
it uses a combination of environmentally-friendly “green” cars that emit 70% less
hazardous gases and consumer-friendly pricing which gives them a niche over their
competitors.
 High demand and better affordability: Advani Wheels receives tax deductions from
the government owing to its lower carbon emissions, which enables it to charge lower
fares for its customers. Which consequentially, boosts demand for Advani Taxis.
 Exclusive access to CarbonFree Tech: Enjoys exclusive purchase clause in all
jurisdictions for CarbonFree technology.
Weakness of AdvaniWheels
 Overwhelming Demand: Due to the lack of enough vehicles, the demand is not being
met satisfactorily resulting in higher waiting time for the consumers.
 Acute shortage of time: Repairs have to be met in a short period of time in order to
showcase the fleet in the upcoming MotoGP event and be chosen as the official taxi
sponsor.
 Lack of alternative: Due to the contractual obligations, both procurement of vehicles
and their repairs is exclusive to Tato Motors.
Strengths of TatoMotors
 Patented CarbonFree Technology: The technology induces a 70% reduction in carbon
emissions of the vehicles paving the way for its widespread popularity. Tato enjoys
complete exclusivity ownership of the technology.
 No perfect alternative of the carbonfree tech
Weakness of Tato Motors
 Lack of resources: Tato lacks resources including their relatively small repair team
which has to currently work under immense time pressure, affecting their capacity to
undertake timely repairs.
 Poor Management: Tato has been unable to actualize their growth potential due to its
poor management over the past years.
 Prospective competition: Their USP of being environmental friendly can be
challenged by the upsurge of electric vehicles.
  Financial dependence on AdvaniWheels: The exclusivity clause binds tato to only
sell their CarbonFree vehicles to AdvaniWheels.

Needs & Interests

Advani Wheels
 To get the required fleet timely repaired before the MotoGP event.
 To maintain a clean public image regarding their eco-friendly service.
 To re-negotiate the supply agreement to reduce repair prices, increase warranty period
and end exclusivity with TatoMotors to diversify supply and repairs.
TatoMotors
 To ensure retention of AdvaniWheels as a client.
 To ensure the obligation of the purchase of additional 150 remains intact.
 To retain the pricing and exclusivity of the repairs.
BATNA
AdvaniWheels
 To negotiate a timely repair of the fleet by TatoMotors with a reduced price
incorporating more liability on part of TatoMotors with an added prospective of
outsourcing repairs in future.