Individual project #1 – Read; The Pacific Oil Company case in the learning materials section of the class portal and answer and give specific examples of key negotiation topics to the following questions:

1. Identify the strengths and weaknesses of Fontaine’s and Gaudin’s negotiating strategy in their deliberations with Reliant Chemical Company.
2. Identify the strengths and weaknesses of Hauptman’s and Zinnser’s negotiating strategy.
3. What action should Fontaine take at the end of the case?
4. What were the events that transpired, beginning in January of 1975?
5. How did Fontaine and Gaudin “get themselves into this situation”?
6. Summarize the key negotiation failures depicted in the case.

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