Management 639 Case Study

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Management 639: Negotiations & Conflict Final Exam – Fall 2014 Aggie Honor Code “An Aggie does not lie, cheat, or steal, or tolerate those who do.” I agree to uphold the Aggie Honor Code on this exam. I agree to not research this case analysis online for previous responses to this case. Online research into the questions asked is acceptable. _________S. Shubhanjali________ _________________________ Printed Name Signature Submit your final exam as a file to eCampus in the Final Exam assignment. This assignment is due on or before Dec. 15, 2014 at 5 pm. Key Failures • The first failure which I observed in this case was that Fontaine & Gaudin from Pacific Oil Company were not prepared well enough and hence, could not handle the situation and the heavy demands of the Reliant company. Also, this lack of preparation also made them continue listening to outraeous demands of Hauptmann & Zinnser as they had not decided on a bottom line or anchor at which point they should have walked away. This made way for the negotiation to be non-ending. • Another negotiation failure which I found in this case was done by Reliant Manufacturing. As they knew that Pacific Oil Company was dependent on them, the started taking advantage of it. They did…show more content…
This made them lose to Reliant in every concession and they gave up too easily due to the fact that they had not prepared.Also, they gave the power to Reliant early on in the negotiation which affected them as they were doing whatever Relaint asked of them.Another blaring flaw in their negotiation strategy was that even though they knew that the forcast figures stated by Reliant were overstated, still they didn’t do anything. In short there negotiation strategy was nothing, as they had not prepared for such an outcome so they did not have a negotiaiton strategy in such a

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