Case | HBS Case Collection | July 2007

Kroger Union Negotiations 2005

by Dennis A. Yao and Mary L. Shelman


A stylized version of the negotiations between Kroger Company and its local unions during 2005. Management faces a sequence of individual negotiations with local unions in addition to meeting the new competitive challenges presented by Wal-Mart's expansion in the supermarket industry. Focuses on the impact of each negotiation on the subsequent negotiation.

Keywords: Labor and Management Relations; Labor Unions; Reputation; Wages; Management; Negotiation Participants; Negotiation Style; Competitive Strategy; Retail Industry;


Yao, Dennis A., and Mary L. Shelman. "Kroger Union Negotiations 2005." Harvard Business School Case 708-433, July 2007.