Pacific Oil Company

The peace-loving petroleum Company established its first study melt off in 1979 with the Reliant plenty. The Reliant Corporation was peerless of peace-lovings largest and most valued customers. The Pacific anoint Company went into renegotiations with Reliant Corporation with a ending of extending the reliable contract for five years before the watercourse contract expired. Jean Fontaine, Marketing Vice President for atomic number 63 along with Paul Gaudin, the vinyl chloride monomer (VCM) marketing manager was members of the Pacific oil color Company team. The team representing the Reliant Corporation was Frederick Hauptmann, the higher-ranking buy manager and Egon Zinnser, the regional vice president for European operation. During the talks, some(prenominal) issues were presented to the Pacific Oil Company in which they were not diligent to address. The case study gave examples of different negotiating strategies and tactics as sharpen up as examples of fai lure when Pacific failed to adjust their scheme in response to Reliants issues. The analysis of the strengths and weaknesses of some(prenominal) parties atomic number 18 addressed in this composing as well as an analysis of what Pacific Oil Company should do at the end of the case. Strengths and Weaknesses of Fontaines and Gaudins Negotiating Strategy Strengths. Fontaines and Gaudins general strength was the blood that was already established with Reliant chemic Oil Company. They enclose their strategy around emphasizing the need for a fixed relationship with Reliant Chemical and by communicating the expressions that Pacific had gone out of its way in the past to jibe delivery and service; this is example of a collaborative strategy. They countersink the negotiating climate and built vibrancy during the first negotiation session. there was evidence of good dicker such as when they concord to a one cent per pound revision as opposed to Reliants proposal of a d euce cent revision on the formula price of V! CM. Additionally, Fontaine and Gaudin emphasized the benefits to the supplier...If you want to get a full essay, order it on our website: OrderCustomPaper.com

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