Describes retail suppliers negotiate Frey farms produce in its growth from a small local supplier of products to become a supplier to Wal-Mart, the largest retailer in the world. (A) case sets three talks, led by Sarah Frey Talley farm products in order to sell products in Wal-Mart, of price expectations in a difficult growing season, and dealing with issues of shared governance. (B) case describes the strategy, tactics, and the results of these negotiations, along with the broader idea of the main character in the overall approach to the retail supplier negotiations. "Hide
by James K. Sebenius, Ellen Knebel Source: HBS 7 pages. Publication Date: November 8, 2006. Prod. #: 907003-PDF-ENG
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