Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • January 2007
  • Case
  • HBS Case Collection

Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart

By: James K. Sebenius and Ellen Knebel
  • Format:Print
  • | Pages:8
ShareBar

Abstract

Describes several internal and external negotiations in the 1980s that led to a significant and growing partnership between Procter & Gamble (P&G) and Wal-Mart. From the perspective of Lou Pritchett, P&G's Vice President of Sales and Customer Development, the unfolding negotiations are described, starting with a canoe trip Pritchett took with Wal-Mart founder Sam Walton. Provides insight into various negotiating situations as well as key lessons learned from early efforts to help P&G and Wal-Mart forge a more integrated supplier-retailer partnership.

Keywords

Marketing; Negotiation; Distribution Channels; Partners and Partnerships; Sales

Citation

Sebenius, James K., and Ellen Knebel. "Lou Pritchett: Negotiating the P&G Relationship with Wal-Mart." Harvard Business School Case 907-011, January 2007.
  • Educators
  • Purchase

About The Author

James K. Sebenius

Negotiation, Organizations & Markets
→More Publications

More from the Authors

    • November 2021
    • Faculty Research

    Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B)

    By: James K. Sebenius and Alex Green
    • November 2021
    • Faculty Research

    Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A)

    By: James K. Sebenius and Alex Green
    • November 2021
    • Faculty Research

    Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)

    By: James K. Sebenius and Alex Green
More from the Authors
  • Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B) By: James K. Sebenius and Alex Green
  • Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A) By: James K. Sebenius and Alex Green
  • Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B) By: James K. Sebenius and Alex Green
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College