Read and respond to the Case 2-Pacific Oil Company (located on page 582 of your Negotiation: Readings, Exercises and Cases textbook) and thoroughly respond to the case study questions in an essay. Support your interpretation with evidence from the book and other sources. The CSU-Global Library is a good place to find these sources! See the rubric in the Module 3 folder for grading details.

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?

Your essay should be a 4-6 pages long and formatted in accordance with the CSU-Global Guide to Writing and APA Requirements.

Pacific Oil Company Case Study attached.