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商品編號： 9-907-003 出版日期： 2006/11/08 作者姓名： Sebenius, James K.;Knebel, Ellen 商品類別： Other 商品規格： 7p 再版日期： 地域： United States 產業： Retail trade 個案年度： 1980 - 2005
商品敘述：
Describes the retailer-supplier negotiations of Frey Farms Produce in its growth from a small local produce supplier to becoming a supplier for Wal-Mart, the world''s largest retailer. The (A) case sets up three negotiations led by Sarah Talley of Frey Farms Produce in order to sell produce to Wal-Mart, manage price expectations during a difficult growing season, and deal with issues of co-management. The (B) case describes strategies, tactics, and the results of these negotiations, along with broader insights from the protagonist into a general approach to retailer-supplier negotiations.
涵蓋領域：
Alternative dispute resolution;Conflict resolution;Entrepreneurship;Negotiation;Small & medium-sized enterprises;Suppliers
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