Describes the retailer-supplier negotiations by Tom Muccio, a former Procter & Gamble (P & G) staff in Bentonville, Arkansas, in the negotiations on the operational components of early supplier-dealer partnership between P & G and Wal-Mart in the based late 1980s. Provides background information about the supplier and retailer relationship negotiation barriers encountered when executing operational components of the partnership.

Describes the retailer-supplier negotiations by Tom Muccio, a former Procter & Gamble (P & G) staff in Bentonville, Arkansas, in the negotiations on the operational components of early supplier-dealer partnership between P & G and Wal-Mart in the based late 1980s. Provides background information about the supplier and retailer relationship negotiation barriers encountered when executing operational components of the partnership.
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from
James K. Sebenius,
Ellen Knebel
Source: HBS
13 pages.
Release Date: 10 January 2007. Prod #: 907 013 PDF-ENG
Tom Muccio: Negotiating the P & G Relationship with Wal-Mart (A) HBR case solution