Pacific Oil Company

The peace-loving petroleum Company established its first study melt off in 1979 with the Reliant heap. The Reliant Corporation was peerless of peaceables largest and most valued customers. The peace-loving anoint Company went into renegotiations with Reliant Corporation with a destruction of extending the reliable contract for five years before the on-going 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 colour Company team. The team representing the Reliant Corporation was Frederick Hauptmann, the major(postnominal) 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 inhale to address. The case study gave examples of different negotiating strategies and tactics as procession 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 both parties atomic number 18 addressed in this musical composition 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 family relationship that was already established with Reliant chemic Oil Company. They inclose their strategy around emphasizing the need for a long-lived relationship with Reliant Chemical and b y communicating the expressions that Pacifi! c had gone out of its way in the past to run into delivery and service; this is example of a collaborative strategy. They nail down the negotiating climate and built vibrancy during the first negotiation session. thither was evidence of good dicker such as when they hold to a one cent per pound revision as opposed to Reliants proposal of a ii cent revision on the formula price of VCM. Additionally, Fontaine and Gaudin punctuate the benefits to the supplier...If you want to get a full essay, order it on our website: OrderCustomPaper.com

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