Assignment 1.2 Identify the strengths and weaknesses of Fontaine's and Gaudin's negotiating strategy in their deliberations with Reliant Chemical Company. How effectively did Fontaine and Gaudin approach the negotiation? Answer: Fontaine's or Gaudin's had good bargaining techniques. In my opinion these employees did not have enough time on the job, experience or in the business Their preparation for negotiations with Relient was inadequate. Adequate preparation should include careful study…

Overview of Case The Pacific Oil Company, founded in 1902, experienced rapid growth throughout the early twentieth century, expanding into north Africa and eventually the Middle East. The company became one of the successful and largest worldwide supplier and producer of industrial petrochemicals. Their central product, Vinyl Chloride Monomer (VCM), is the base ingredient in Polyvinyl Chloride (PVC) which was not readily available to all companies producing PVC products until the mid to late 1980’s…

DESCRIPTION OF COMPANY AND PROBLEM – 638 words (DONE) Nestlé S.A. is a Swiss multinational company founded in 1866 by Henri Nestlé. Nestlé is a food and beverage business that began by developing a ‘milk-based food for babies who were unable to feed from their mothers’ (Nestle.com.au, 2014). Five years later, a range of customers such as, mothers, older individuals and the ailing was purchasing Nestlé Milk globally. The company soon after decided to expand their market by joining the ever-growing…

of Fontaine's and Gaudin's negotiating strategy in their deliberations with Reliant Chemical Company. Fontaine and Gaudin started off with a competitive strategy, wherein the outcome of the negotiation was more important than the relationship. This is evidenced by the fact that the market for VCM would be oversupplied in a few years due to the building of new chemical plants and a drop in demand. Pacific only needed to secure an extension from Reliant to enable them to maintain operations for just…

lack of detailed planning in the case of Pacific Oil Company’s (POC) negotiation of a new contract with Reliant had dire consequences for Pacific Oil. Pacific Oil did not plan sufficiently when they began negotiations. They lacked a clear strategy, failed to consider the major sources of power or correctly estimate the power possessed by Reliant. In addition, POC failed to account for Reliant’s negotiating style. Problem Faced by Pacific Oil As Pacific Oil began their negotiations to renew their…

Pacific Oil Company Gene Arnold Negotiation Strategy Oklahoma Wesleyan University Pacific Oil Company The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to sign a new long-term agreement. Pacific assumed that the new contract would be signed with no major obstacles, and that the principal point of negotiation would be price. Jean Fontaine, who is the marketing vice president for Pacific, went into a negotiation process with Reliant. Fontaine started…

Pacific Oil Overview Pacific Oil resembles a lot of what goes on in business today in regards to negotiations. Negotiators have to be prepared and willing to push the envelope. Negotiations are the same whether you are negotiating over fantasy football or a multi-million dollar contract. The only difference is there is more at stake in the fantasy football trade…ok ok I am kidding. Going into these meetings prepared for anything is the way to approach it. If you prepared to the best of your…

study on Pacific Oil Company shows from beginning to end the role of power in the outcome of a negotiation. From the beginning, the problem that Pacific Oil Company faced as it reopened negotiations with Reliant Chemical Company was that they did not assert the power necessary to really end up with the outcome of the negotiation they were hoping for. The case study points out several factors that Pacific Oil Company is trying to achieve in the contract negotiations with Reliant Chemical company: the…

Introduction This paper will describe the problem that Pacific Oil Company faced as it reopened negotiations with Reliant Chemical Company in early 1985. Secondly I will identify and evaluate the styles and effectiveness of Messrs, Fonatine, Guadin, Hauptmann, and Zinnser as negotiations in this case. Finally I will outline what Frank Kelsey recommend to Jean Fontaine at the end of the case? Why? Managing Conflict in Negotiation The Pacific Oil Company went into negotiations with Reliant Manufacturing…

year process and were left in a risky position without a signed contract. Background The Pacific Oil Company was founded in 1902 as the Sweetwater Oil Company of Oklahoma City, Oklahoma, following an oil discovery that launched a “black gold” rush. The company, now known as the Pacific Oil Company, grew quickly and expanded internationally in the late 1950’s. Although Pacific Oil was known for its oil production, it was also a producer of vinyl chloride monomer (VCM). Numerous consumer products…