Pacific Oil Company 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 of the early 1900s. It developed extensive oil holdings in North Africa and the Middle East‚ as well as significant coal beds in the western United States. In 1979‚ Pacific Oil established the first major contract with
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called artificial pressure. Pacific Oil always tried to compensate Relient with whatever they wanted to keep their business. Pacific Oil should have given themselves time to compromise. It seemed to me is that their only concern was the bottom line which was to get Relient to extend their contract. Pressure should have been put on Relient to settle earlier than a year and not to keep rescheduling the meetings. Pacific Oil took a year trying to come to a conclusion. Pacific volunteered their weakness
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Alternative To a Negotiated Agreement (BATNA) as a dynamic measure of negotiating strength‚ and develop a systematic quantitative iterative approach to assist in the negotiation process. We explore using simulation the efficacy of negotiating for more than one alternative at the same time. The objective of our approach is to help a negotiator achieve a good‚ hopefully an optimal‚ result effectively. Keywords: Negotiation; Best Alternative To a Negotiated Agreement (BATNA); Filtering; Multi-criteria decision
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Call Poly Pomona IBM 436‚ International Negotiations BATNA Case (AnyCo) Winter‚ 2015 AnyCo is a US consumer product company enjoying broad distribution and dominant market share in its domestic market. An opportunity exists to penetrate and perhaps dominate an offshore market‚ PseudoLand‚ worth an estimated $20 million in sales per year. Domestically‚ however‚ each dollar of revenue consistently produces the following income statement (P/L): Sales $1.00 Delivered Cost of Goods .55 Gross
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Case study: The Muse/TransStar and Southwest Airlines BATNA Case Overview Muse Air was struggling amid the 1982 traffic controllers’ strike‚ a massive debt to service and shrinking cash reserves. By the end of 1984‚ they were looking for a merger to keep it afloat. In 1985 culminated the purchase of Muse Air by its long time nemesis and rival‚ Southwest Airlines. Southwest Airlines paid USD 60.5 millions in stock and cash for Muse Air when Muse Air was on the verge of collapse in 1985. After completing
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oversupplied in a few years due to the building of new chemical plants and a drop in demand. Pacific only needed to secure an extension from Reliant to enable them to maintain operations for just a while longer or until they could come up with a new business strategy for the future. There is nothing to suggest that Pacific had any incentive to maintain a relationship with Reliant after that time. Although Pacific was considering becoming a producer of PVC products in order to minimize its dependence on
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BATNA – BEST ALTERNATIVE "Don’t put all your eggs in one basket." It’s an old saying which has stood the test of time. Some of you urbanites‚ sitting in your cubicles‚ may be scratching your heads and wondering‚ ’What in the name of Hades does this mean?’ Meanwhile‚ back out there in the countryside‚ a ruddy faced farmer‚ is likely rolling his eyes and patiently explaining‚ that should you trip on the way back to the kitchen‚ eggs are no longer on the breakfast menu. To a negotiator‚ this wise
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Best Alternative to a Negotiated Agreement A party’s BATNA is a measure of the balance of power among the negotiating parties based on the resources they control or can influence to respond to their interests that will be addressed in a given negotiation. “walking-in” BATNA‚ that group of resources in your pocket before negotiation begins‚ and the dynamic BATNA that changes as you gain information during the negotiation process gives you a sense of whether to undertake a negotiation and whether
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The case study on Pacific Oil Company shows from beginning to end the role of power in the outcome of a negotiation. From the beginning‚ the problem that Pacific Oil Company faced as it reopened negotiations with Reliant Chemical Company was that they did not assert the power necessary to really end up with the outcome of the negotiation they were hoping for. The case study points out several factors that Pacific Oil Company is trying to achieve in the contract negotiations with Reliant Chemical
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Iberia Airline builds a BATNA Jacki DiSanto Cleveland State University Iberia wants to buy new jetliners. Enrique Dupuy is the chief financial officer and the man who led its search for wide body jets‚ meant form the start to run a real horse race. Dupuy is very competitive‚ his rule is “Whoever hits its target‚ win the order”. Boeing and Airbus are the two manufactures competing for Iberia to buy their jets. Toby Bright is Boeing’s top salesman for jets. John Leahy is a New York City native
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