Case | HBS Case Collection | December 2011

Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters

by Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius

Abstract

Case provides confidential information for students assuming the role of senior executives of Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution, in a negotiation to license technology to Green Mountain Coffee Roasters (GMCR). The negotiation will determine the royalty to be paid to Keurig by GMCR, which will bear capital expenditures, and determine whether GMCR secures exclusive distribution rights to Keurig's system.

Keywords: Negotiation; Food and Beverage Industry;

Citation:

Eisenmann, Thomas R., Shikhar Ghosh, and James K. Sebenius. "Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters." Harvard Business School Case 812-102, December 2011.