Read and respond to the Case 2-Pacific Oil Company (located on page 582 of your Negotiation: Readings, Exercises and Cases textbook) and thoroughly respond to the case study questions in an essay. Support your interpretation with evidence from the book and other sources. The CSU-Global Library is a good place to find these sources! See the rubric in the Module 3 folder for grading details.
- Describe the problem that Pacific Oil Company faced as it reopened negotiations with Reliant Chemical Company in early 1985.
- Identify and evaluate the styles and effectiveness of Messrs. Fonatine, Guadin, Hauptmann, and Zinnser as negotiations in this case. Use sources to support your position.
- What should Frank Kelsey recommend to Jean Fontaine at the end of the case? Why?
Your essay should be a 4-6 pages long and formatted in accordance with the CSU-Global Guide to Writing and APA Requirements.
Pacific Oil Company Case Study attached.