Case | HBS Case Collection | December 2011

Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig

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

Abstract

Case provides confidential information for students assuming the role of Green Mountain Coffee Roasters (GMCR) senior executives in a negotiation to license technology from Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution. 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. "Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig." Harvard Business School Case 812-103, December 2011.