Led by Nipun Agarwal, Air India’s chief commercial and transformation officer, and Yogesh Agarwal, head of aircraft acquisitions, the talks often stretched into the night, with salespeople brainstorming new “best offers” fueled by room service.
One person said, “Air India negotiates hard and the team is very quick despite having no prior aviation experience. They compare with some of the best dealmakers in the business.”
A second person who saw the billions fall said that Air India’s negotiators were “methodical, tough and very sophisticated”.
The London talks ended with dinner at Quilon, the hotel’s Michelin-starred Indian restaurant, which is famous for its seafood and coastal cuisine from places like Goa and Kerala.
While the major focus in any jet deal is the battle between the planners, the engines are often crucial and can make or stop a wider deal. Plans for announcements on the anniversary of Tata’s takeover of Air India slipped as engine talks progressed.