Loading presentation...

Present Remotely

Send the link below via email or IM

Copy

Present to your audience

Start remote presentation

  • Invited audience members will follow you as you navigate and present
  • People invited to a presentation do not need a Prezi account
  • This link expires 10 minutes after you close the presentation
  • A maximum of 30 users can follow your presentation
  • Learn more about this feature in our knowledge base article

Do you really want to delete this prezi?

Neither you, nor the coeditors you shared it with will be able to recover it again.

DeleteCancel

Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart

No description
by

on 20 March 2014

Comments (0)

Please log in to add your comment.

Report abuse

Transcript of Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart

Sarah Talley and Frey Farms Produce
Frey Farm is a supplier of produce
Frey Farm - Wal-Mart Cooperation
Frey Farm started growing
Negotiation with Wal-Mart
Harsh weather conditions lead to high prices
Looking at the future
Sarah Talley and Frey Farms Produce: Negotiating with Wal-Mart
Atmosphere
Intermediate strategy
Modes of Conflict
Trust Building Model
Background
Collaboration
Negotiation
In 1997, Frey Farm became Supplier of Walmart
Frey Farms & Wal-Mart

Problem faced by both parties

Negotiation strategy & approaches

Future (Threats, challenges & opportunities)

Presentation outline
Sarah Talley accelerated the growth by selling produce Wal-Mart
Co-Management was a concept developed by Wal-Mart
In both cases, negotiation failed and Sarah Talley become a third party supplier
Frey Farm wants to become a Co-Managed supplier
Wal-Mart wants to offer local sourced produce at EDLP
Objectives
Market position
Wal-Mart has superior bargaining power
Perceived divergence of interests
Conflict/Cooperation
Power/Dependance
Unbalanced power relationship
Expectations
Short-term: Wal-Mart demands lower prices
Long-term: "Frey Farm wants to grow alongside Wal-Mart"
Ideal position

Interests and desires for both parties
'Win-Win' situation
Strategy
Create mutual trust & relationship
Relationship Frey Farm, Co-Managed Supplier & Wal-Mart

Frey Farms could face additional costs
Accommodate to Wal-Mart’s EDLP policy
‘Co-Managed' supplier - better bargaining power
Opportunities
Challenges
Threats
Unnecessary cost could be avoided
Wal-Mart can continue its promise of Every Day Low Prices.
Full transcript