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Unit 3 Case Study_FINAL.docx

Unit 3 Case Study_FINAL.docx - RUNNING HEADER UNIT 3 CASE...

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RUNNING HEADER: UNIT 3 CASE STUDY 1 Unit 3 Case Study Southwestern College of Professional Studies Introduction Pacific Oil Company was founded in the early 1900s and focuses on oil and industrial chemical lines sales. Jean Fontaine is the Vice President of Marketing in Europe and is currently facing a renegotiation with Pacific Oil’s client, Reliant Corporation. Pacific Oil Company currently has a major contract with Reliant Corporation guarantee the purchase vinyl chloride monomer for the next five years. New research has brought to surface a possible increase in the number of vinyl chloride monomer suppliers so Pacific Oil wants to renegotiate the contract in hopes to keep Reliant as a customer. The negotiation strategies for each of the two companies will be evaluated and a final recommendation will be made to Mr. Fontaine. Fontaine’s and Gaudin’s Negotiation Strategy Critique During the first negotiation, Fontaine and Gaudin had very positive personable approach to their negotiation. By holding in-person negotiations rather than quick over-the-phone negotiations allowed Reliant to feel more important and a higher priority to Pacific Oil. “In her
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UNIT 3 CASE STUDY 2 research, Northwestern University School of Law professor Janice Nadler found that negotiators who spent just five minutes chatting on the phone—without discussing issues related to the upcoming negotiation—felt more cooperative toward their counterparts, shared more information, made fewer threats, and developed more trust in a subsequent e-mail negotiation than did pairs of negotiators who skipped the telephone small talk” (Staff, 2017).
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