It is also possible that they had compared the terms of Pacific with those of their competitor and made an informed decision on who to award the contract . This can explain why they tried to avoid Pacific negotiators ' terms . A possible source of their weakness is they could not offer terms that could accommodate trade- in talks with Pacific Oil company negotiators (Marsh , 2004 , p . 23 . They remained at their ``sticker price ' and literally did not opt for alternative terms...











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