...The Pacific Oil Company “Look, you asked for my advice, and I gave it to you,” Frank Kelsey said. “If I were you, I wouldn’t make any more concessions! I really don’t think you ought to agree to their last demand! But you’re the one who has to live with the contract, not me!” Static on the transatlantic telephone connection obscured Jean Fontaine’s reply. Kelsey asked him to repeat what he had said. “OK, OK, calm down, Jean. I can see your point of view. I appreciate the pressures you’re under. But I sure don’t like the looks of it from this end. Keep in touch—I’ll talk to you early next week. In the meantime, I will see what others at the office think about this turn of events.” Frank Kelsey hung up the phone. He sat pensively, staring out at the rain pounding on the window. “Poor Fontaine,” he muttered to himself. “He’s so anxious to please the customer, he’d feel compelled to give them the whole pie without getting his fair share of the dessert!” Kelsey cleaned and lit his pipe as he mentally reviewed the history of the negotiations. “My word,” he thought to himself, “we are getting completely taken in with this Reliant deal! And I can’t make Fontaine see it!” Background Pacific Oil Company was founded in 1902 as the Sweetwater Oil Company of Oklahoma City, Oklahoma. The founder of Sweetwater Oil, E.M. Hutchinson, pioneered a major oil strike in north central Oklahoma that touched off the Oklahoma “black gold” rush Source: Case prepared by Roy J. Lewicki...
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...engineering disciplines compelled me to do it. Project for today is Eastern Siberia-Pacific Ocean oil pipeline transporting crude oil extracted from Russian oilfields to the Asia-Pacific ‘hungry’ oil refinery markets such as China, Japan and Korea. The idea of creating such pipeline was proposed since USSR period, but not implemented. However, in 2004 it was decided to run pipes from East Siberian Taishet to Pacific Pervoznaya. Construction works of first stage of this pipeline began in April 2006 and finished in April 2009. After establishing oil flow through first line, the construction works of second stage started including bifurcation of pipes of 1963 km long section from Skovorodino to the Pacific Ocean region terminal Kozmino. The investment attracted to the first stage estimated at approximately &14bn. If talking about second stage, the overall investment is even more and approximate completion could be in 2014 and it is estimated to have a capacity of 25-30 mn. tons of oil per year. This pipeline is special for both political and economic reasons. My impression that if Russia carry out this grandiose plan, oil price would decrease slightly because of high competence among oil exporter countries such as Saudi Arabia, Iraq, Iran, UAE as well as Russia. Assuming that China replaced USA as the largest consumer of crude oil and high demand of oil in Asian refineries, cooperation of Russia and Asia-Pacific region could be significant and play leading role in the...
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...Pacific Oil Company Gene Arnold Negotiation Strategy Oklahoma Wesleyan University Pacific Oil Company The Pacific Oil Company went into negotiations with Reliant Manufacturing, and its goal was to sign a new long-term agreement. Pacific assumed that the new contract would be signed with no major obstacles, and that the principal point of negotiation would be price. Jean Fontaine, who is the marketing vice president for Pacific, went into a negotiation process with Reliant. Fontaine started the process three years before Reliant Manufacturing’s current contract was up, hoping to best his competition by offering Reliant a lower price and getting them to agree to a five year contract extension. Fontaine did not adequately research his client’s needs or sufficiently project the outcome of these negotiations. Due to this error Pacific was not prepared to address the concerns and requests that Reliant brought up during the negotiation. Both parties wished to renew the contract in a timely manner, but Fontaine slowed down the negotiations because he did not have a complete negotiation strategy that included a contingency plan or best alternatives. The negotiators for Pacific were not prepared for all the changes that Reliant would ask for at each meeting, and they had no power to make any key decisions to settle the negotiations. Reliant’s negotiators used Pacific’s lack of preparation to negotiate a far better contract. (Lewicki, Saunders, Minton, & Barry, 2015). Analysis ...
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...A Crack In The Mug: Case Study Don Tines I. Strategy: According to Starbuck’s website they see their primary target market as adults both men and women ages 25-40. This accounts for 49% of their total business. They are looking to attract a younger adult market ages 18-24. While it is true that Starbucks is selling coffee (high-quality coffee) that is only part of the story. They refer to their stores as “Coffeehouses” the real “sell” is the image they confer on those who patronage their stores. The “Starbucks’ experience” can be identified as genuine service and an inviting atmosphere where customers are invited to spend time socializing and collaborating with others of like mind. The “free” web hotspots allow customers to work, study, or play. The purchase of a $5 cup of coffee is soon forgotten as customers sit in soft living-room type furniture. Starbuck’s has come to distinguish itself through its high-end atmosphere and standardization. It’s quick service and good reputation for being environmentally friendly and for treating its employees well has won the battle for customer loyalty. It’s green logo and paper-bag brown colors has come to mean clean environmentally ethically friendly. Their image that this is “your store” “your private club” has contributed to its branding. II. Success Factors Starbucks Corporation was founded in Seattle, Washington a community known for its thriving economic strengths and home of Boeing, Microsoft, and Amazon. Seattle...
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...Pacific Oil Company is a Sweetwater Oil company of Oklahoma City, Oklahoma. It was founded in 1902. One of the major chemical lines of Pacific's is the production of vinyl chloride monomer (VCM). “VCM is subjected to the process of polymerization, in which smaller molecules of vinyl chloride are chemically bonded together to form larger molecular chains and networks.” Pacific Oil's first major contract with the Reliant Corporation was in 1979. The contract between Pacific Oil and Reliant was a standard one for the industry and due to expire in December of 1982. The contract was negotiated by the purchasing managers in Europe then it was reported to the vice presidents in the states. In February 1982, Jean Fontaine marketing vice president of Pacific Oil Europe, discussed the Reliant account with his VCM marketing manager, Paul Gaudin. Fontaine and Gaudin agreed that the Reliant account had been extremely profitable and beneficial for Pacific and Relaint also, overall the quality and the service of the agreement was satisfied. The latest projections proved that there was a worldwide shortage of VCM and that demand was continuing to rise. If the situation would remain the same for years then Pacific believed that it could justify a high favorable formula price for VCM. Fontaine and Gaudin decided to renegotiate the current agreement, so the strategy would be to ask Reliant for their five-year demand projections on VCM and polyvinyl chloride products. In their negotiations...
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...Critical Thinking – PACIFIC OIL CASE STUDY Brian Crummy MGT 470-1: Conflict Management and Negotiation August 31, 2014 The Pacific Oil Company, known for touching off the “black gold” rush began working with the Reliant Corporation in 1979. The first contract between the two was for the purchase of vinyl chloride monomer. As the end of the contract drew close in 1982, the companies worked together to broaden the contract from 1983 to 1987. In 1984 Jean Fontaine, the marketing vice president in Europe for Pacific Oil, and Paul Gaudin began to re-examine the company’s chemical contracts. Upon examination of the Reliant contract, they realized the demand for VCM was rising, and that a new contract could be re-negotiated for a better price. Gaudin contacted Frederich Hauptmann, the senior purchasing manager for Reliant in Europe. From this point, negotiations began. When they first found out about the increased demand for VCM, Fontaine and Gaudin decided to use the two company’s long history together as a leverage point. This point ended up hurting them because Hauptmann asked for a little more concession wise each time the parties met based off the history the two companies had together. Each time, Fontaine and Gaudin agreed to provide these while thinking the negotiation would end with a contract extension like the previous deal with the company. Because of inadequate planning, Fontaine and Gaudin did little to use the power they had over Reliant to secure a more...
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...Case Study #2: Pacific Oil Company PROC 5840: Pacific Oil Case Study 30 Sep 2013 Abstract This paper assesses a negotiation between Pacific Oil Company, a seller of vinyl chloride monomer (VCM), and Reliant Chemical Company, a buyer of VCM. Each negotiation team’s strengths and weaknesses will be assessed. The Pacific Oil strengths included their negotiation team and the strength of the VCM market. Their weaknesses included poor organizational control, managerial decision making, and their failure to recognize the changing interests of Reliant Chemical and selection of a negotiation strategy. Reliant Chemical strengths were assessed as a strong organizational relationship and management decision making. It recognized, resolved and or reconciled the changing interests of Pacific Oil, derived the best approach for the negotiation, determined the relationship with the other negotiator(s), and selected the appropriate strategy and tactics. Reliant Chemical had one assessed weakness, which was its possible vulnerability to effective counter tactics. The paper concluded by providing a recommendation to close the negotiation with Reliant Chemical on more favorable terms to Pacific Oil. Introduction The Pacific Oil Company negotiation filled with examples of how people (Corporations, Management and Negotiator(s)) should prepare, interact and react during a negotiation...
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...Appendices, and 9. Any footnotes. Coast4Life Cruises Business Case Analysis Business Case Analysis Introduction Coast4Life Inc. was incorporated federally on June 3, 2000, and is in the business of offering ocean cruises along the Canadian west coast, with stops at interesting ports of call in British Columbia. The business has a September 30 year end. In 2007, the original owners sold all their Coast4Life shares to the senior management group. Between 2001 and 2010, the company grew steadily from 135 to 574 employees and from $9.4 million to more than $55.7 million in revenue. Vision Coast4Life will be the first choice for vacationers who are seeking a safe, enjoyable and unique cruise experience in the northeastern Pacific Ocean. Mission Coast4Life meets the needs of North American vacationers by offering safe, enjoyable and unique cruises along the coast of British Columbia at affordable prices and at a high-quality level of service. Coast4Life also strives to minimize the effects of cruising on the ecology along the BC coast and maximize the safety of customers, staff and marine life by ensuring that the ships used are well maintained and that environmental and safety regulations are not only met, but exceeded. Quantitative analysis The main revenues in the Coast4Life are generated for the most...
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...Mary Ann Bellinger Eng 121 Instructor McKoy -Taylor Descriptive essay My First Cruise I remember like it was yesterday the year I decided to take my first vacation without the kids. My fiancé and I went on a week long cruise to Mexico. Neither one of us had ever been on a cruise so it was a new experience for the both of us. We needed to be in New Orleans for departure so we drove the six hours from Jonesboro, Arkansas to New Orleans, Louisiana. My fiancé and I used this time to talk, make plans for the future and fantasize about our week away from the kids and work. We left before the sun was fully up when the sky is blue with fluffy white clouds and not a sign of rain anywhere not to mention Hurricane Irene. We enjoyed the night on bourbon street eating famous Louisiana gumbo and poor boy sandwiches, drinking wine and sight seeing. We rode the trolley through the famous garden district. We walked the pier where we to board our cruise ship. There was so many cruise ships docked there some were coming in others were waiting to depart. The boarding of cruise ships takes as long as boarding an airplane. First you have to check in then go to your boarding area. Then you have to go through customs and check your luggage that is not seen again until you arrive at your cabin where it will be waiting for you. From there everyone is to meet at the emergency exits to hear the proper procedures to follow in case of an emergency. After the brief introduction...
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...Assignment Porter’s five force |Suppliers power |For stubing enterprises the key suppliers are the cruise manufactures, as there are not many | | |manufactures in cruise business. The power is in suppliers side, so if they increase their cost | | |of ship and other facilities. It would be a problem for the travel companies to buy ships and | | |maintain. If stubing enterprises think of renting cruise and run the business, then it would be | | |problem from the renting companies because they might charge more for the cruise. Not only the | | |manufactures, the suppliers who supply other facilities like food, beverages, band people etc. | | |They also affect the business, if they increase their prices the prices of ticket will also go | | |and the people might not be interested in the cruise market. | |Buyers power |Buyers are the most powerful in any business, because they have many choices to select, which one| | |is more affordable they will choose. So they play a major role in price setting, because as a | | |travel enterprise it should attract customers based on low prices and...
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...Cruising has recently gained significant importance as one of the fastest growing niche sectors within the tourism industry around the world. In Bangladesh we have started it with a longer vision. Modern cruises with ever-larger vessels have transformed the ship from merely transporting tourists to various destinations to become a resort in its own right (Kester, 2002; Papathanasis & Beckmann, 2011; Weaver, 2005). With the extended facilities offered, competitive pricing and aggressive marketing campaigns we think our cruise business will give its guests an elite type of vacation which they can remember for their rest of life. HR Strategy of Cruise Business Cruise business is simple managing a floating resort. This business is very closely related with hospitality rather than sport, recreation, entertainment, beauty, health and therapy. On the other hand if the human resource management is not proper in such case this would not bring any effective result for such kind of business. The HR personnel of this cruise will also maintain different partnerships with different department of this cruise liner in order to serve all parties in the best interest of the business. By confronting different issues and getting feedback it will report to the manager so that the performance of the overall team can be better. HR personnel also should develop business strategies that are in alignment with the cruise’s business objectives, by focusing on all aspects of the human asset. Continuously...
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...ELECTRONIC ASSIGNMENT COVERSHEET | | Student Number | 31963763 | Surname | Dendup | Given name | Tenzin | Email | Dendup.tenzin3@gmail.com | | | Unit Code | POL161 | Unit name | Asia Pacific in the Global System | Enrolment mode | Internal / external | Date | 13/05/2013 | Assignment number | 2 | Assignment name | Rise of China and Its Security Risk to Australia | Tutor | Kreisti Nillus | Student’s Declaration: * Except where indicated, the work I am submitting in this assignment is my own work and has not been submitted for assessment in another unit. * This submission complies with Murdoch University's academic integrity commitments. I am aware that information about plagiarism and associated penalties can be found at http://www.murdoch.edu.au/teach/plagiarism/. If I have any doubts or queries about this, I am further aware that I can contact my Unit Coordinator prior to submitting the assignment. * I acknowledge that the assessor of this assignment may, for the purpose of assessing this assignment: * reproduce this assignment and provide a copy to another academic staff member; and/or * submit a copy of this assignment to a plagiarism-checking service. This web-based service may retain a copy of this work for the sole purpose of subsequent plagiarism checking, but has a legal agreement with the University that it will not share or reproduce it in any form. * I have retained a copy of this assignment. * I will...
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...MARKET TRENDS IN THE ASIA PACIFIC LNG INDUSTRY CONTENTS SUMMARY …………………………………………………………………........... 3 1. INTRODUCTION .………………………………………………………………... 4 2. TRENDS IN ASIA PACIFIC LNG TRADE ………………………………………. 4 3.1 LNG Consumption & Demand – Importing Countries …………………... 4 3.2 LNG Reserves, Production & Supply ……………………………………. 5 3.3.1 Type of Contracts ………………………………………………… 5 3.3.2 Exporting Countries ……………………………………………… 6 3. FUTURE OUTLOOK ……………………………………………………….. 7 4.3 Demand & Import Infrastructure ……………………………………….. 7 4.4 Supply & Production Infrastructure ………………………………..…… 9 4. CONCLUSIONS …………………………………………………………… 9 REFERENCES …………………………………………………………………………… 10 SUMMARY The demand for LNG has grown globally in the recent times and it has grown even more rapidly in the Asia Pacific region where many countries rely solely on imports for all of their gas needs. Gas now accounts for more than a quarter of world’s primary energy consumption. With an increasing emphasis on the environmental issues and the need for cleaner energy, the LNG market is expected to expand at even higher rate in the coming years. This increased demand will put a lot of pressure on the suppliers to explore new fields for development and to enhance their existing production capabilities so as to retain their market share. The purpose of this short essay is to assess the LNG market trends and...
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...The Pacific Northwest is an admirable range, with a discrete climate that is elaborate in an fortune of natural resources. The division allows excellent opportunities to partake the wild salmon and to discover the gray whale, which returns annually to the Washington State coastal region during migration, the feeding and producing season. The gray whale travels 10,000 to 14,000 miles each year to its initial territory along the open waters, including the northwest tip of what is known as Neah Bay. Borded by the Pacific Ocean and featuring steep, unleveled cliffs, green forests, and clean air, Neah Bay is also home to the Makah Nation. The Makah have returned to whale hunting, a tradition that dates back 2,000 years and which, is not supported...
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...Midway The Battle of Midway was fought over land and at sea near the small United States Pacific base of Midway Island; this sea and air battle “represents the high water mark of Japan's Pacific Ocean war.” (Naval History and Heritage Command, 2010, p.1) Thus, prior to this battle, Japan’s Navy possessed sea and air superiority over the United States and could choose when and where to attack. “After Midway the two opposing fleets were essentially equals, and the United States soon took the offensive.” (Naval History and Heritage Command, 2010, p.1) The Battle of Midway was a strategic point when the United States turned the tide of World War II in the Pacific because; the United States Navy stopped the Japanese advance and they put the Japanese Navy on the defensive. By March 1942, Japan’s Navy high command initial goals were achieved easier than what they had planed. Therefore, they had turned their sights into making an offensive war plan and not to transition into a “strategic defensive posture, but there were still disputes on how to maintain the offensive” (Hone, 2013, p.1). Most historians speculate, “Moving further south in the Pacific would isolate Australia, and possibly remove that nation as a threat to the freshly expanded Japanese Empire.” (Naval History and Heritage Command, 2010, p.1) Therefore, the June Midway Battle turned out to be the most damaging battle of the Pacific war for the Japanese. In this new history author Symonds describes it as "the most complete...
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