Description of several internal and external negotiations in 1980 that led to a significant and growing partnership between Procter & Gamble (P & G) and Wal-Mart. From the point of view of Lou Pritchett, vice president of P & G Sales and Customer Development, described the negotiations unfold, from canoeing Pritchett took Wal-Mart founder Sam Walton. Gives an idea of the various negotiating situations, as well as the main lessons learned from earlier efforts to help P & G and Wal-Mart to develop a more complex supplier-retailer partnerships. "Hide
by James K. Sebenius, Ellen Knebel Source: HBS 8 pages. Publication Date: January 16, 2007. Prod. #: 907011-PDF-ENG
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