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  • January 2007 (Revised January 2010)
  • Case
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Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)

By: James K. Sebenius and Ellen Knebel
  • Format:Print
  • | Pages:13
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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.)
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
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