This case describes the multi-unit negotiation concept that Bill Nichol, Kentucky Derby Hosiery Co. CEO, with an ultimatum of its largest customers, and has involved the result of this process. It concludes with a number of observations about Nichol suppliers dealer negotiation.

This case describes the multi-unit negotiation concept that Bill Nichol, Kentucky Derby Hosiery Co. CEO, with an ultimatum of its largest customers, and has involved the result of this process. It concludes with a number of observations about Nichol suppliers dealer negotiation.
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from
James K. Sebenius,
Ellen Knebel
Source: Harvard Business School
7 pages.
Publication Date: Apr 20, 2010. Prod #: 910044-PDF-ENG
Bill Nichol negotiating with Walmart: Hard Bargains over Soft Goods (B) HBR case solution

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