Case | HBS Case Collection | January 2007 (Revised January 2010)

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

by James K. Sebenius and Ellen Knebel

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;

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 2007. (Revised January 2010.)