We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.

Conflict Management and Negotiation Critical Thinking Mod 3 : Case 2- Pacific Oil Company - Essay Example

Comments (0) Cite this document
Summary
Management Name: Institution: Pacific Oil Company The Pacific Oil Company negotiation with Reliant Chemical Company case is a clear example of the qualities that are necessary to be successful in a negotiation. It also shows how a side can lose in a negotiation…
Download full paperFile format: .doc, available for editing
Polish This Essay95.8% of users find it useful
Conflict Management and Negotiation Critical Thinking Mod 3 : Case 2- Pacific Oil Company
Read TextPreview

Extract of sample
"Conflict Management and Negotiation Critical Thinking Mod 3 : Case 2- Pacific Oil Company"

Download file to see previous pages This is especially so in the case of Fontaine who was willing to give in to almost every request Reliant Company asked for, just to get the company to sign a new contract. This fact is evident in the conversation that Fontaine had with Kesley. In this conversation Fontaine says he does not care and is not guided by any principles in the negotiations because it was his job that was at risk, meaning he just wanted the new contract signed despite the clauses the Reliant Company added just so that he can retain his job. This clearly shows that the man is a poor negotiator as stated by Michael, Wheeler and Gillian (2002). This is because it seems that he did not forecast the consequences of some clauses that Reliant Company wanted included in the new contract. Styles and Effectiveness of Fonatine, Guadin, Hauptmann, Zinnser and Messrs More evidence of Pacific Oil company’s poor negotiators can be seen in the conversation Gaudin and Fontaine had with Hauptmann at the Pacific office in Paris. In the conversation, both Fontaine and Gaudin were unable to convince Hauptmann of their future projections. It could have been that Reliant Company was making conservative projections as a strategy to water down prices and minimum quantity commitment of the new contract. The Pacific men should have provided enough data from their projections in order to convince Reliant Chemical Company to revise their projections upwards and consequently raise their minimum quantity commitment. Poor negotiation strategy can also be said to be a problem that Pacific Oil had and one which Reliant Company negotiators took advantage. This is evident in the way Pacific negotiators approach the Reliant Company for negotiations. They seem to be pleading and hence give Reliant Company negotiators an impression that they are desperate for renewal of the contract. The Pacific negotiators should have asserted some sense of power and control over the talks between the two companies. This way, the negotiations would have been balanced but instead they made Reliant Company negotiators feel superior by constantly saying that Reliant played a very important role in Pacific’s VCM product market and that they did not want to spoil the relationship between the two companies. Thompson (2012), states that a negotiation outcome is the result of the interaction with the partners. Poor negotiation strategy is also extensively seen in that Pacific Oil negotiators who did not define limits of the concessions they were willing to make. Negotiators should identify limits, set targets, develop supporting arguments and have analyzed the other party (Lewicki, Saunders and Barry, 2001). Jean Fontaine was the marketing department vice president for Pacific Oil Europe. He had just been promoted to that position just 16 months prior to start of negotiations for renewal of Reliant Chemical Company contract. His approach to the negotiations was to be laid back and let the other party give their suggestions for changes that they might need on the new contract. Together with his team, he collected data and made projections and used this as the base for his negotiations with Reliant Company negotiators. This strategy proves to be a weak strategy since it was used by the Reliant negotiators to counter the proposed contract and add new clauses that disadvantaged Pacific Oil Company. Clearly the strategy almost cost him job. His approach to the negotiation can be said to be an accommodating style whereby, a party cedes their interest to ...Download file to see next pagesRead More
Cite this document
  • APA
  • MLA
  • CHICAGO
(“Conflict Management and Negotiation Critical Thinking Mod 3 : Case 2- Essay”, n.d.)
Retrieved from https://studentshare.org/management/1472884-conflict-management-and-negotiation-critical
(Conflict Management and Negotiation Critical Thinking Mod 3 : Case 2- Essay)
https://studentshare.org/management/1472884-conflict-management-and-negotiation-critical.
“Conflict Management and Negotiation Critical Thinking Mod 3 : Case 2- Essay”, n.d. https://studentshare.org/management/1472884-conflict-management-and-negotiation-critical.
  • Cited: 0 times
Comments (0)
Click to create a comment or rate a document
CHECK THESE SAMPLES - THEY ALSO FIT YOUR TOPIC
Conflict management and negotiation
Furthermore, during the course of a conversation for negotiation or conflict management, a good communicator should be aware of the reaction of the other person. Just like Newton's Third Law of Physics, “for every action there is an equal and opposite reaction”
6 Pages(1500 words)Essay
ME Critical Thinking Mod 5
The term economic growth refers to growth of some economic factors rather than the uneconomic ones. The GDP do not take into account the disparities in income levels between the rich and the poor. Since GDP shares a link with the economic growth this is a very important drawback.
3 Pages(750 words)Essay
Negotiation and Conflict Week 3
The different conflict situations that observed in the first week’s assignment include non-acceptance of the rules as well as regulations by the employees and violation of maintaining the working guidelines which set by the higher authorities of an organization (Zartman, 2008).
3 Pages(750 words)Essay
Human Resource Development and Management Critical Thinking Mod 3
If a company wishes to achieve sustained competitive advantage, it has to ensure it has the right people for right jobs with the knowledge, skills and abilities needed to perform tasks. This can be achieved through a thorough job analysis to determine the job description and person specifications to guide in the recruitment and selection.
3 Pages(750 words)Essay
Conflict Management and Negotiation Critical Thinking Mod 5 : Case 8 Sick Leave
It is implemented in a business environment, involving an effective communication, abilities in problem solving as well as good skills in negotiations, which resume the focus on institutional objectives (Diehl & Lepgold, 2003). On the other hand, critical thinking enables clear and rational thinking.
5 Pages(1250 words)Essay
Conflict Management and Negotiation Critical Thinking
This essay explores the Negotiation Critical Thinking and Conflict Management. To avoid win-lose endings, and or standoffs, it is important to have adequate knowledge on factors that relate to, and support, integration. Accordingly, the soundest argument is surrounded in a threefold set of factors relating to individuals’ inclination to integrate.
7 Pages(1750 words)Essay
Conflict Management and Negotiation Critical Thinking
The use of negotiation is a skill set that is extremely beneficial to improve the terms and conditions of the matter being negotiated. Negotiation can be defined as the process of making decisions when parties involved have different preferences (Schermerhorn, Hunt, Osborn, 2003).
4 Pages(1000 words)Essay
Case study 2 negotiation
152). Negotiation occurs in a certain way resulting into a win-win situation, where both parties win. The problem ensues in this case study when the supervisor rejects Danya’s application in the name of the company having an urgent multimillion dollar contract.
3 Pages(750 words)Essay
Conflict Management and Negotiation
It can be both destructive and productive and plays a vital role in organizational rather professional relationships. The issue of concern out here is not to suppress the conflict but to manage it effectively to have amicable and productive relationships both within and outside the organization.
11 Pages(2750 words)Essay
MGT599 - Strategic Management, Mod 3 Case Assignment
uthwest uses its available resources to coordinate primary and support activities within the value chain to its advantage in a very challenging environment. Any firm within a given industry will be battling with internal and external forces in the environment that can either be
6 Pages(1500 words)Essay
Let us find you another Essay on topic Conflict Management and Negotiation Critical Thinking Mod 3 : Case 2- Pacific Oil Company for FREE!
Contact us:
+16312120006
Contact Us Now
FREE Mobile Apps:
  • About StudentShare
  • Testimonials
  • FAQ
  • Blog
  • Free Essays
  • New Essays
  • Essays
  • The Newest Essay Topics
  • Index samples by all dates
Join us:
Contact Us