Howard describes the negotiations and Marilyn Bollinger delivery of a new product line for Wal-Mart, the largest retailer in the world. (A) describes the case Bollingers «the development of its product, Wallpockett, documents of their negotiation training to work with Wal-Mart, and describes their problems negotiations. (B) case describes the strategy, tactics, and the results of their negotiations with Wal-Mart and draws on his experience to provide a set of recommended approaches to retail-supplier negotiations. "Hide
by James K. Sebenius, Ellen Knebel Source: HBS 5 pages. Publication Date: November 8, 2006. Prod. #: 907009-PDF-ENG
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