The Pacific Oil Company case presents a real-life situation that happened in the late 1980’s. While this case is
somewhat dated, it is a “classic” example of what can happen when negotiators are unprepared. What should
have been a simple negotiation turned into a mess.
As you begin to develop your responses to the questions, you will want to support your answers with reference
to the readings (Sections One and Two in particular). I would suggest you review Section One readings 1.1—
1.4 and 1.7 and Section Two 2.1--2.2 and 2.6. You will want to make specific cite of these readings as you give
your answers.
Do not simply give your opinion, you must reference the essentials text, the case or the readings as you give
your answers.