Pacific oil company Essay

The pacific Oil telephoner went into duologues with Reliant Manufacturing, and its goal was to sign a to a greater extent long-term agreement. Pacific assumed that the innovative dilute would be sign(a) with no major hurdles or objectives, and that the dominant point of negotiation would be bell. Jean Fontaine, who is the marketing vice president for Pacific Oil, went into a negotiation process with Reliant. Jean started the process several years forward Reliant Manufacturings contract was up, hoping to beat her competition to the lower price offers and leave with a contract extension of 5 years.Unfortunately, Jean did non properly research her clients needs or adequately project what the outcome might be. Because of this, Pacific Oil Company was not prepared to address the concerns and requests that Reliant brought up during the negotiation. Though both parties treasured to move quickly toward signing a contract, Pacific Oil Company elongated this process because it did not have a thorough negotiation strategy that included a contingency plan or high hat alternatives.Pacific oil also neglected to draw out its stovepipe alternatives or bottom line in advance. Staying on the Same paginate in Business Negotiations Pacific believed that another(prenominal) elements of the contract might be discussed, but that no dramatic changes would be expected. Because of Pacifics want of strategic planning, they wasted valuable time, gold, emotional stress and energy. They also risked losing other opportunities that could have been more favorable for them. Adding to the problem was Pacifics self-assertion that Reliant would sign a new contract quickly.Because of the time and money spent on traveling and negotiating back and forth, and the potential need for new technology development, which would be based on the contracts outcome, Pacific Oil Company became increasingly desperate to finalize a contract with Reliant. As a result, Reliant obtained the advantag e needed to make more demands during negotiations. Additionally, Reliant was aware of Pacific Oils dependence on its business, and took full advantage of these opportunities.