The Pacific Oil Case study highlights the importance of effective negotiation planning, strategy implementation, and the use of negotiation tactics. The Pacific Oil Case describes the actions of two negotiators for Pacific (Fontaine and Gaudin) and their efforts to negotiate a contract extension from their counterparts at Reliant (Zinnser and Hauptman). During the course of the distributive negotiation, differing strategies, tactics, and styles quickly emerge between the two sides. As you will see, some strategies, tactics, and styles are more effective than others.

• Identify and describe three strengths and/orweaknesses* of the Pacific Oil negotiators (Fontaine and Gaudin).
• Identify and describe three strengths and/orweaknesses* of the Reliant negotiators (Hauptmann and Zinnser).
• What should Kelsey recommend toFontaine at the end of the case? Why?

*Note -The case has an imbalance of strengths and weaknesses between the two sides -- meaning one side may have mostly strengths and another mostly weaknesses.