Pacific Oil Company

The peaceful petroleum Company established its first major melt off in 1979 with the Reliant companionship. 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 determination of extending the reliable contract for five years before the sure contract expired. Jean Fontaine, Marketing Vice President for europium along with Paul Gaudin, the vinyl chloride monomer (VCM) marketing manager was members of the Pacific oil Company team. The team representing the Reliant Corporation was Frederick Hauptmann, the cured 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 propel to address. The case study gave examples of different negotiating strategies and tactics as test up as examples of failure when Pacific failed to adjust their system in response to Reliants issues. The analysis of the strengths and weaknesses of twain parties atomic number 18 addressed in this writing 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 kindred that was already established with Reliant chemic Oil Company. They frame in their strategy around emphasizing the need for a relentless relationship with Reliant Chemical and by communicating the expressions that Pacific had gon e out of its way in the past to ensure deliv! ery and service; this is example of a collaborative strategy. They set up the negotiating climate and built vibrancy during the first negotiation session. in that location was evidence of good dicker such as when they concord to a one cent per pound revision as opposed to Reliants proposal of a cardinal cent revision on the formula price of VCM. Additionally, Fontaine and Gaudin exclamatory the benefits to the supplier...If you want to get a full essay, order it on our website: OrderCustomPaper.com

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