Wal-Mart - Procter and Gamble Negotiation Research Paper by Nicky

Wal-Mart - Procter and Gamble Negotiation
An analysis of negotiations between Wal-Mart and Procter and Gamble.
# 145056 | 3,250 words | 15 sources | MLA | 2010 | US
Published on Oct 24, 2010 in Business (Companies) , Business (Applied Operations)

$19.95 Buy and instantly download this paper now


This paper examines the various shifts in the market place today as the back-drop in which the the negotiations between Wal-Mart and Procter and Gamble took place. Both organizations operate at an international scale and must therefore be able to strongly negotiate their contracts. First, the paper takes a look at the two parties, a manufacturer and a retailer, and the existence of any past relationships between them. Then, the background to the negotiation is presented. The paper discusses the actual negotiation and its various stakeholders, followed by an analysis of the situation. Finally, the paper summarizes and critiques the negotiations as having taken far too long because of privacy concerns and not involving tertiary parties. Although the negotiations were oriented toward a win-win strategy, the use of mediators or business advisers who are trained professionals and understand and apply the notions of secrecy and confidentiality, would have significantly shorted the time.

Introduction to Negotiation
Background on Wal-Mart and P&G and their Relationship
The Situation
Analysis of the Negotiation
Value Creation and Claiming
Positions and BATNAs
Strategies and Tactics
Agents and Third Parties
Conclusions and Recommendations

From the Paper:

"An important part of any negotiation is that of identifying the position taken by each of the involved parties. The specialized literature is rather elusive on this aspect of a negotiation process, suggesting that a position is more of an implied stand a party takes in resolving the conflict. It could be an extreme position, in which one party simply refuses to bargain - this is most common in position-based negotiation, where the strategy is win-lose (Watnik, 2003). Wal-Mart and P&G however implemented an interest-based negotiation, of a win-win strategy. They both took cooperative and realistic positions. Equality in the process was however not achieved, with Wal-Mart detaining the strongest position throughout the entire course of the discussions."

Sample of Sources Used:

  • Egan, C., Thomas, M.J., The CIM Handbook of Strategic Management, Butterworth-Heinemann, 1998
  • Fisher, R., Ury, W., Patton, B., Getting to Yes: Negotiation Agreement without Giving In, Houghton Mifflin Harcourt, 1991
  • Fortgang, R.S., Lax, D.A., Sebenius, J.K., Negotiating the Spirit of the Deal, Harvard Business Review, February 2003
  • Friedman, A.L., Miles, S., Stakeholders: Theory and Practice, Oxford University Press, 2006
  • Grean, M., Shaw, M.J., E-Business Management, Springer, 2003

Cite this Research Paper:

APA Format

Wal-Mart - Procter and Gamble Negotiation (2010, October 24) Retrieved April 02, 2020, from https://www.academon.com/research-paper/wal-mart-procter-and-gamble-negotiation-145056/

MLA Format

"Wal-Mart - Procter and Gamble Negotiation" 24 October 2010. Web. 02 April. 2020. <https://www.academon.com/research-paper/wal-mart-procter-and-gamble-negotiation-145056/>