Tom Muccio: Negotiating the P&G Relationship with Wal-Mart (A)

  • Reference: HBS-907013-E

  • Year: 1987

  • Number of pages: 13

  • Geographic Setting: Arkansas

  • Publication Date: Jan 10, 2007

  • Fecha de edición: Jan 20, 2010

  • Source: HBSP (USA)

  • Type of Document: Case

  • Industry Setting: Retail trade

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Describes the retailer-supplier negotiations of Tom Muccio, one of the earlier Procter & 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.


Alternative dispute resolution Conflict resolution Negotiation Suppliers Supply chain management