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  • January 2021 (Revised March 2021)
  • Supplement
  • HBS Case Collection

Juno (C): Leveraging Student Power

By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
  • Format:Print
  • | Language:English
  • | Pages:5
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Abstract

In May 2020, Juno co-founders Chris Abkarians and Nikhil Agarwal decided to hold the annual auction for their student loan assistance startup. Five lenders submitted bids, and the co-founders ultimately opted to select Eager Bank as their partner for the 2020-2021 academic year for fixed-rate loans. However, a significant portion of Juno’s membership expressed interest in variable-rate loans, prompting them to seek out another partner for the variable-rate product. They secured a deal with a major private lender through an intermediary, but are forced to quickly adapt their strategy when the lender refuses to pay for Juno’s loan volume. The case concludes with the co-founders considering whether Eager Bank might be a potential long-term partner, and once again wondering whether they should make changes to their auction-based strategy for the coming year.

Keywords

Decision Making; Decision Choices and Conditions; Decisions; Cost vs Benefits; Judgments; Education; Higher Education; Finance; Borrowing and Debt; Strategy; Adaptation; Alignment; Negotiation; Agreements and Arrangements; Negotiation Deal; Negotiation Offer; Negotiation Participants; Negotiation Process; Negotiation Tactics; Negotiation Types; Financial Services Industry; Education Industry; North and Central America; United States; Massachusetts; Boston

Citation

Schwartzstein, Joshua, Kathleen L. McGinn, and Amy Klopfenstein. "Juno (C): Leveraging Student Power." Harvard Business School Supplement 921-034, January 2021. (Revised March 2021.)
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About The Authors

Joshua R. Schwartzstein

Negotiation, Organizations & Markets
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Kathleen L. McGinn

Negotiation, Organizations & Markets
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Related Work

    • January 2021 (Revised March 2021)
    • Faculty Research

    Juno (C): Leveraging Student Power

    By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
    • November 2022
    • Faculty Research

    Juno (A), (B), and (C): Leveraging Student Power

    By: Joshua Schwartzstein
Related Work
  • Juno (C): Leveraging Student Power By: Joshua Schwartzstein, Kathleen L. McGinn and Amy Klopfenstein
  • Juno (A), (B), and (C): Leveraging Student Power By: Joshua Schwartzstein
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