Case Analysis - Negotiations

peaceful anoint Company I. Introduction a. Summary of the Problem peaceful rock crude Company, previously known as the Sweet Water Oil Company, started out in 1902 as a pioneering venture of an oil business in the north central Oklahoma, USA. It went through a series of expansion and acquisition first in twenties and 1930s, Hutchinson renamed it Pacific Oil Company. Pacific is also a confidential information manufacturer of industrial petrochemical raw materials, with some of these products being do by very few companies around the world, making the food market a suppliers market through which Pacific had gained considerably over the years. One of Pacifics major industrial chemical lines is the production of vinyl chloride monomer (VCM). Jean Fontaine, Pacific Oils marketing Vice President for europium and Paul Gaudin the marketing manager for VCM drop started the discussion of the regeneration of the contract with dependent. Their data according to them showed that there was a pauperization for VCM and that the demand was continuing to rise. They agreed to approach Reliant with an allow to renegotiate the current agreement. Suddenly a change sentiment in December 1984 made them reconsider the contract with Reliant because it showed a less clear and long term consanguinity with them.

As a result of the evaluation Guadin and Fontaine decided to forgather Frederich Hauptmann the senior purchasing manager for Reliant Chemicals in atomic number 63 and Egon Zinnser the regional vice president of Reliants European operations. During the meeting Fontaine and Guadin stated that they appreciated the relationship that existed between Pacific and Reliant and that they would like to continue the relationship and start talk about the contract extension past December 31, 1987. Fontaine and Guadin recognise that it was important to start the negotiation soon in consecrate to deal with negative items that may come into effect. b. Recommended Solution Guadin and Fontaine have to come to an agreement with Reliant in... If you want to get a full essay, order it on our website: Ordercustompaper.com

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