Author(s):  Guhan Subramanian and Rhea Ghosh
Product Number:  HLS 11-12
Publication Date:  January 24, 2011
Length:  17 pgs
Cost per Copy:  $10.00

Click to Purchase

Abstract
This case series takes from Merck and Johnson & Johnson’s Centocor unit conflict over distribution rights for two arthritis drugs, Remicade and Simponi. This case series allows students to negotiate their own agreement heading into arbitration with specific instructions for both business and legal teams from each organization.

Learning Objectives
The case series allows participants to apply core concepts such as BATNA, reservation price, and ZOPA, while also requiring them to consider more complex and challenging issues, such as uncertainty surrounding possible arbitration and multiple possible deal structures.

Subjects Covered
Mergers
Acquisitions
Government Regulation
Business Planning

Setting
Geographic: Global
Industry: Pharmaceutical
Event Year Begin: 2009

Other Settings:
Remicade/Simponi: Confidential Instructions for Merck Legal Team
Remicade/Simponi: Confidential Instructions for J&J Business Team
Remicade/Simponi: Confidential Instructions for J&J Legal Team