Presented By:

Saurabh Kala Saurav Roy Vipan Kumar Rohit Gupta Ankit Sharma Arpanjali Chakraborty

Separate the person from problem

KDH & LOP comes together to negotiate with Walmart. Walmart problem was selling good brand product in its store KDH problem was retain its giant buyer i:e Walmart.

Focus on Interest not on Position

KDG interest was to sell its product to Walmart (Sales volume). But Walmart was stick on brand value ( means position). Walmart wants to keep only good brand product.

Create variety of Option for Mutual Gains

WALMART finally agreed that KDHs supply will shift from LOPs product to their own in house brand. This will ensure that LOPl was dropped which Walmart wanted & KDHs sales was also not harmed.

Insist on using Objective criteria

Bill Nichol dont want to work alone with Walmart. Rather he want to work jointly with LOPs. When Walmart reject LOPs product from its store. Bill Nichol was very honest. He informed every meeting to LOPs which was happened between Walmart & KDHs