Question

Week 2 DQ: Answer the following questions. Be sure to use the terms/definitions/concepts we have studied so far in this course. 1. Identify the strengths and weaknesses of Fontaine's and Gaudin's negotiating strategy in their deliberations with Reliant Chemical Company. 2. Identity the strengths and weaknesses of Hauptman's and Zinnser's negotiating strategy. 3. What action should Fontaine take at the end of the case? Word minimum 150.

Answer 1

1. Identify the strengths and weaknesses of Fontaine's and Gaudin's negotiating strategy in their

deliberations with Reliant Chemical Company.

Fontaine and Gaudin did not really prepare to put up a fight or really negotiate anything when going in. I think they were way too complacent and relied on past experiences. Fontaine and Gaudin were not really able to capitalize and let Reliant run the negotiation and were essentially bullied by them, allowing them to win every situation. They also knew that the numbers that Reliant presented were largely overstated nut they agreed blindly and gave them everything they wanted.

2. Identify the strengths and weaknesses of Hauptman's and Zinnser's negotiating strategy.

Hauptman and Zinnser did a lot right and were able to get what their company wanted. They were also bullies and asked to do too much which led to making unreasonable projections for supply. But luckily the opposition gave in very easily. They were also in the power position because they were able to select the best available competitors.

3. What action should Fontaine take at the end of the case?

I think that Pacific Oil should give in to the favored nations and meet the competition clauses. They were basically giving away the house and were walked all over in negotiations, a contract should end with a positive relationship and they will not have a long relationship if they give away everything.

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