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  • December 2011
  • Case
  • HBS Case Collection

Keurig: Confidential Information for Negotiation with Green Mountain Coffee Roasters

By: Thomas R. Eisenmann, Shikhar Ghosh and James K. Sebenius
  • Format:Print
  • | Pages:3
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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.
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About The Authors

Thomas R. Eisenmann

Entrepreneurial Management
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Shikhar Ghosh

Entrepreneurial Management
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James K. Sebenius

Negotiation, Organizations & Markets
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Related Work

    • August 2013
    • Faculty Research

    Keurig and Green Mountain Coffee Roasters

    By: Thomas R. Eisenmann and Aldo Sesia
Related Work
  • Keurig and Green Mountain Coffee Roasters By: Thomas R. Eisenmann and Aldo Sesia
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