| HBS Case Collection
Don Soderquist: Negotiating the Wal-Mart-P&G Relationship (B)
This case follows the A case and describes the negotiations and strategic choices of Don Soderquist, who as Chief Operating Officer of Wal-Mart, helped to forge a major partnership with P&G in the 1980s and 1990s. The case chronicles the challenging barriers to success along with several of the moves that Soderquist and the Wal-Mart executive leadership team made in order to make the Wal-Mart- P&G relationship an extremely profitable supplier - retailer relationship.
Keywords: Negotiation Style;
Partners and Partnerships;
Problems and Challenges;