Question: David Meets Goliath - Negotiating with Wal-Mart Consider a situation where you are negotiating with Wal-Mart for your family farm's milk. Confronted with various hardball

David Meets Goliath - Negotiating with Wal-Mart

  • Consider a situation where you are negotiating with Wal-Mart for your family farm's milk. Confronted with various hardball price challenges, what type of negotiation situation would you use: distributive or integrative and why?
  • What are your key negotiating principles?

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