Airbus CEO Jean Pierson Put the Heat on Boeing

Jean Pierson, who served as chief government of Airbus from 1985 to 1998, proved a star salesman for the European airplane maker because it started catching up with Boeing Co. in a worldwide market as soon as dominated by American producers.

The Frenchman, who died Wednesday on the age of 80, tended to be much less formal than his rivals at Boeing. In 1997, he personally negotiated a big sale of airplanes to US Airways, recalled Stephen Wolf, then CEO of the American service. When Mr. Wolf pressed for last-minute pricing concessions, Mr. Pierson unbuckled his belt and let his trousers fall to his ankles to sign he had nothing extra to offer. Mr. Wolf, who was amused and believed he already had a discount, stopped negotiating and signed a contract.

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