| HBS Case Collection
(Revised from original 2007 version)
Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)
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;