Teaching Plan | HBS Case Collection | August 2013


by Guhan Subramanian and Charlotte Krontiris


This exercise models a negotiation between two pharmaceutical companies—Johnson & Johnson and Merck—concerning the international distribution rights for Remicade, a blockbuster anti-arthritis drug. At odds over the original distribution contract, the two companies enter a final negotiation session before they must take their case to arbitration. This exercise gives students the opportunity to experiment with creative deal structures as a response to a narrow legal dispute.

Keywords: Johnson & Johnson; Merck; negotiation; Negotiation Participants; Negotiation Deal; Pharmaceutical Industry;


Subramanian, Guhan, and Charlotte Krontiris. "Remicade-Simponi." Harvard Business School Teaching Plan 914-006, August 2013.