MERPATI TAK PERNAH INGKAR JANJI (HANYA MENSIASATI)

Dhesy Chairani / 12211015Bambang Andjar P / 12211016

MERPATI & ESDM (Indonesia) vs

Xi’an Aircraft & Lembaga Keuangan(CHINA)2002 - 2010

Power by Money ??Power by Politics ??

Proses pengadaan pesawat MA-60 milik PT Merpati Nusantara Airlines buatan Xi'an Aircraft International Company selama delapan tahun (2002 – 2010) menuai kontroversi. 1. Harga yang terlalu mahal, 2. Kualitas barang yang buruk,3. Negosiasi ulang kontrak yang berlarut-

larut.

Background

KRONOLOGIS

• VALIDASI LAIK TERBANG DEPHUB• Pengadaan Pesawat merupakan Gov.

CONCESSION LOAN Agreement (GCLA) antara XI’AN (BUMN) dan MERPATI (BUMN). NILAI US$ 232,4 Juta u/ 15 unit

• Sebagai BUMN, MERPATI harus meminta Persetujuan SHARE HOLDER (BizPlan dan Pemanfaatan fasilitas GCLA).

• Effective DATE of CONTRACT (EDC) KONTRAK PEMBELIAN berlaku bila sudah ada Persetujuan Pemerintah Indonesia.

PROSES 2002-2007

• GCLA to Subsidiary Loan Agreement (SLA)>>Berlarut-larut

• SEWA Operasional 2 Unit PESAWAT• Team Restrukturisasi MERPATI (Debt to

Assets RATIO) >> IDR 5 T to IDR 800 M (6.25)• JK >> TINJAU• XI’AN MENOLAK peninjauan kontrak (US$

1,7 Milyar)• Di bentuk Team Negoisasi ULANG (Negosiasi

dilakukan 3 KALI) – Marie E. Pangestu & Sri Mulyani

PROSES 2008-2010

INDONESIA CHINA

DELIVERY BERTAHAP, DISESUAIKAN JUMLAH PILOT s/d November 2009

Menyetujui paling lambat September 2009

MENURUNKAN BIAYA PENGADAAN utk Menjamin Sustainability MERPATI

Akan Mengirimkan SURAT PERNYATAAN HARGA WAJAR (BEST and FIXED OFFERING –BAFO)

PINJAMAN FIXED RATE Nilai Tukar YUAN-RUPIAH

Memperpanjang Masa PINJAMAN (15 ke 20 tahun)

CHINA Mengeluarkan PERFORMANCE & BUYBACK GUARANTEE

TIDAK SETUJU , karena tidak SESUAI dengan STANDAR AVIATION COMMERCE

NEGOTIATION Part. 1

INDONESIA CHINA

Bertanggung Jawab Penuh dan Garansi SPARE PARTS dan KOMPONEN Selama 25 tahunBUYBACK GUARANTEE on BOOK VALUE apabila terjadi NO OPERATION yang disebabkan oleh DESIGN & FABRICATION FAILURE, NO REPAIR CONCLUSIONMenurunkan HARGA PESAWAT dari US$ 14 Juta >> US$ 12 juta (termasuk BUYERS OPTIONAL EQUIPMENT)SIDE LETTER to PURCHASE CONTRACT sebagai bagian dari Amandemen Kontrak

NEGOTIATION Part. 2 & 3

What Is Communicated during Negotiation?

• Offers, counteroffers, and motives• Information about alternatives• Information about outcomes• Social accounts– Explanations of mitigating circumstances– Explanations of exonerating circumstances– Reframing explanations

• Communication about process

COMMUNICATION (1)

How to Improve Communication in Negotiation

• Role reversal– Negotiators understand the other party’s positions by

actively arguing these positions until the other party is convinced that he or she is understood

– Impact and success of the role-reversal technique1. Effective in producing cognitive changes and attitude

changes2. When the positions are compatible, likely to produce

acceptable results; when the positions are incompatible, may inhibit positive change

3. Not necessarily effective overall as a means of inducing agreement between parties

COMMUNICATION (2)

Sources of Power –How People Acquire Power

• Informational sources of power• Personal sources of power• Power based on position in an organization• Relationship-based sources of power• Contextual sources of power

POWER

Source Characteristics that Foster Peripheral Influence

• Source credibility– Personal reputation for integrity– “Benefit-of-the-doubt” first impressions– Intention to persuade– Use or minimize status differences– Appearance and self-presentation– Associates– Perceived expertise– Persistence and tenacity

INFLUENCE (1)

Source Characteristics that Foster Peripheral Influence

• Personal attractiveness– Friendliness– Ingratiation– Likeability– Helping the other party– Perceived similarity– Emotion

• Authority– People with authority have more influence than those

without authority

INFLUENCE (2)

Four Approaches to Ethical Reasoning

• End-result ethics– The rightness of an action is determined by

evaluating its consequences• Duty ethics– The rightness of an action is determined by one’s

obligation to adhere to consistent principles, laws and social standards that define what is right and wrong

ETHICS (1)

Four Approaches to Ethical Reasoning

• Social contract ethics– The rightness of an action is based on the customs

and norms of a particular society or community• Personalistic ethics– The rightness of the action is based on one’s own

conscience and moral standards

ETHICS (2)

ADDITIONAL FACT

Laut Kaimana, 7 Mei 2011

El Tari KUPANG , 10 Juni 2013

MA-60 TIDAK PERNAH MENDAPATKAN REKOMENDASI DARI FAAREKOMENDASI DIDAPAT dari OTORITAS PENERBANGAN CHINA dan DEPHUB INDONESIA

RESUME

INTEGRATIVE NEGOTIATION