Walmart negotiation case

Includes an assessment of Wal-Mart's expressed and apparent positioning and value proposition based upon internal documents, public relations statements, web page and advertising. Includes an assessment of Wal-Mart's competitive position and strategy. Includes an assessment of Wal-Mart's marketing mix.

Walmart negotiation case

With its single-minded focus on "EDLP" everyday low prices and the power to make or break suppliers, a partnership with Wal-Mart is either the Holy Grail or the kiss of death, depending on one's perspective.

There are numerous media accounts of the corporate monolith riding its suppliers into the ground. But what about those who manage to survive, and thrive, while dealing with the classic hardball negotiator? Negotiating with Wal-Mart" and "Tom Muccio: The cases are part of a series that involve hard bargaining situations.

So what happens when you encounter someone with a great deal of power, like Wal-Mart, who is also the ultimate non-negotiable partner?

Built on proximity Muccio relocated to Wal-Mart's turf in Arkansas and growing trust both sides eventually eliminated elaborate legal contracts in favor of Letters of Intentthe new relationship focused on establishing a joint vision and problem-solving process, information sharing, and generally moving away from the "lowest common denominator" pricing issues that had defined their interactions previously.

Talley also negotiated a coveted co-management supplier agreement with Wal-Mart, showing how Frey Farms could share the responsibility of managing inventory levels and sales and ultimately save customers money while improving their own margins.

If they're trying to develop the customer, the relationship, and sales, the price piece will be one of many points, most of which they're aligned on.

Walmart negotiation case

Getting a ground-level view of how two companies achieved those positive outcomes illustrates the story-within-a-story of implementing corporate change. And the payoffs—as Muccio and Talley discover—are well worth the effort. Don't make demands or statements If the relationship with Wal-Mart is truly a partnership, negotiating to resolve differences should not endanger the tenor of the partnership.

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Be problem solvers instead. Approach Wal-Mart by saying, "Let's work together and drive costs down and produce it so much cheaper you don't have to replace me, because if you work with me I could do it better. It's hard to negotiate with a company that controls yours. Make good use of the buyers' face time.

Don't make small talk. Get to the point; their time is valuable.

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Bring underlying issues to the surface. Attack them head on and find resolution face to face. There is always someone willing to do it cheaper to gain the business. You have to treat the relationship as a marriage. Communication and compromise is key. Most young buyers are very ambitious to move up within the company and can be some of the toughest, most educated buyers you will encounter.

Know your product all the way from the production standpoint to the end use.

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Chances are your buyer does, and will expect you to be even more knowledgeable.Free Essay: WALMART NEGOTIATION CASE: Walmart the world's largest retailer, sold $ billion worth of goods in With its single-minded focus on. Walmart Negotiation Case Walmart the world's largest retailer, sold $ billion worth of goods in With its single-minded focus on "EDLP" (everyday low prices) and the power to make or break suppliers, a partnership with Wal-Mart is either the Holy Grail or the kiss of death, depending on one's perspective.

Wal-Mart, the world’s largest retailer, and other merchants dropped out of a nationwide settlement with Visa and MasterCard Inc. over the fees after retail trade groups argued that the compensation was too low and the terms too generous in allowing the card companies to raise rates in the future.

Wal-Mart, feds struggle to settle bribery investigation | Retail Dive

When Wal-Mart Went to Mexico. If they lost, and a new round of negotiations opened up, it might be years before they could muster the political will to pass another version, what with the recession and climbing unemployment. In making his industry’s case, the Wal-Mart trade policy director dismissed NAFTA’s naysayers as nervous.

Facts.

Walmart negotiation case

Sturges (plaintiff) contracted to purchase a vacant lot located next to a Wal-Mart store. Sturges then entered into negotiations to lease the lot to Fleming Foods, a Texas grocery store chain.

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B) case study solution, Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (B) case study analysis, Subjects Covered Alternative dispute resolution Conflict resolution Entrepreneurship Small & medium-sized enterprises Suppliers by James K.

Sebenius, Ellen.

Topic Negotiation Skills and Case Study