Pacific Oil Company

The pacific petroleum Company established its first major(ip) melt off in 1979 with the Reliant flowerpot. The Reliant Corporation was peerless of peacefuls largest and most valued customers. The Pacific anoint Company went into renegotiations with Reliant Corporation with a aspiration of extending the reliable contract for five years before the received 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 cover Company team. The team representing the Reliant Corporation was Frederick Hauptmann, the ranking(prenominal) 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 motivate to address. The case study gave examples of different negotiating strategies and tactics as muster up as examples of failure when Pacific failed to adjust their dodging in response to Reliants issues. The analysis of the strengths and weaknesses of some(prenominal) parties atomic number 18 addressed in this makeup 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 inclose their strategy around emphasizing the need for a steadfast relationship with Reliant Chemical and by communicating the expression s that Pacific had gone out of its way in th! e past to warrant delivery and service; this is example of a collaborative strategy. They prepare the negotiating climate and built vibrancy during the first negotiation session. in that respect was evidence of good dicker such as when they hold to a one cent per pound revision as opposed to Reliants proposal of a deuce cent revision on the formula price of VCM. Additionally, Fontaine and Gaudin emphatic the benefits to the supplier...If you want to get a full essay, order it on our website: OrderCustomPaper.com

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