個案資料
了解個案內容與學習目標，選擇授課教師及使用課程。
Bollingers: Negotiating with Wal-Mart (A)
內容大綱
Describes the negotiations by Howard and Marilyn Bollinger over supplying a new product line to Wal-Mart, the world's largest retailer. The (A) case outlines the Bollingers' development of their product, the Wallpockett, documents their negotiation preparation for dealing with Wal-Mart, and describes their negotiation challenges. The (B) case describes strategies, tactics, and the results of their negotiations with Wal-Mart and draws on their experience to provide a set of recommended approaches to retail-supplier negotiations.