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  • December 2011
  • Case
  • HBS Case Collection

Keurig and Green Mountain Coffee Roasters

By: Paul W. Marshall, Thomas R. Eisenmann, Shikhar Ghosh and Lauren Barley
  • Format:Print
  • | Language:English
  • | Pages:12
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Abstract

Provides background information for a negotiations exercise in which students will represent either Keurig, a startup that has developed an innovative "portion pack" coffee brewing solution, or Green Mountain Coffee Roasters (GMCR), a fast-growing premium coffee roaster interested in licensing Keurig's technology. The negotiation will determine the royalty to be paid to Keurig by GMCR, which will bear capital expenditures, and whether GMCR secures exclusive distribution rights to Keurig's system.

Keywords

Negotiation; Food and Beverage Industry

Citation

Marshall, Paul W., Thomas R. Eisenmann, Shikhar Ghosh, and Lauren Barley. "Keurig and Green Mountain Coffee Roasters." Harvard Business School Case 812-101, December 2011.
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About The Authors

Paul W. Marshall

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Thomas R. Eisenmann

Entrepreneurial Management
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Shikhar Ghosh

Entrepreneurial Management
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Related Work

    • March 1999 (Revised June 2004)
    • Faculty Research

    Keurig

    By: Paul W. Marshall and Jeremy Dann
    • December 2011
    • Faculty Research

    Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig

    By: Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius
    • December 2011
    • Faculty Research

    Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters

    By: Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius
    • August 2013
    • Faculty Research

    Keurig and Green Mountain Coffee Roasters

    By: Thomas R. Eisenmann and Aldo Sesia
Related Work
  • Keurig By: Paul W. Marshall and Jeremy Dann
  • Green Mountain Coffee Roasters: Confidential Information for Negotiation with Keurig By: Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius
  • Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters By: Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius
  • Keurig and Green Mountain Coffee Roasters By: Thomas R. Eisenmann and Aldo Sesia
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