Pacific Oil Company

The Pacific petroleum Company established its first major melt off in 1979 with the Reliant Corporation. The Reliant Corporation was peerless of Pacifics largest and most valued customers. The Pacific anoint Company went into renegotiations with Reliant Corporation with a goal of extending the reliable contract for five years before the current contract expired. Jean Fontaine, Marketing Vice President for Europe 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 senior 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 prompt to address. The case study gave examples of different negotiating strategies and tactics as rise up as examples of failure when Pacific failed to adjust their strategy in response to Reliants issues. The analysis of the strengths and weaknesses of both parties atomic number 18 addressed in this paper 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 relationship that was already established with Reliant chemic Oil Company. They framed their strategy around emphasizing the need for a lasting relationship with Reliant Chemical and by communicating the expressions that Pacific had gone out of its way in the past to ensure delivery and service; this is example of a collaborative strategy. They set the negotiating climate and built vibrancy during the first negotiation session. There was evidence of good dicker such as when they agreed to a one cent per pound revision as opposed to Reliants proposal of a two cent revision on the formula price of VCM. Additionally, Fontaine and Gaudin emphasized the benefits to the supplier...If you want to get a full essay, order it on our website: Orderessay



If you want to get a full essay, wisit our page: write my essay .