Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart (A) Harvard Case Solution & Analysis

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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