Case | HBS Case Collection | 2010 (Revised from original 2007 version)

Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)

Abstract

Describes the retailer-supplier negotiations of Tom Muccio, one of the earlier Proctor & Gamble (P&G) employees to be based in Bentonville, Arkansas, in negotiating the early operational components of the supplier-retailer partnership between P&G and Wal-Mart in the late 1980s. Provides background on the supplier-retailer relationship and negotiation barriers encountered when executing operational components of the partnership.

Keywords: Negotiation Process; Supply Chain Management; Partners and Partnerships; Conflict and Resolution; Bentonville;

Format: Print

13 pages

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Citation:

Sebenius, James K., and Ellen Knebel. "Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)." Harvard Business School Case 907-013, January 2010. (Revised from original January 2007 version.)

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Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)

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