Pacific Oil case study: 1. Describe the problem that Pacific Oil Company faced as it reopened negotiations with Reliant Chemical Company in early 1985.
2. Identify and evaluate the styles and effectiveness of Messrs. Fonatine, Guadin, Hauptmann, and Zinnser as negotiations in this case. Use sources to support your position.
3. What should Frank Kelsey recommend to Jean Fontaine at the end of the case? Why?