Repligen Corp.: January 1992

Repligen Corp.: January 1992: "

Sandford Smith, CEO of Repligen, faces the breakdown of negotiations about a proposed joint venture with a large pharmaceutical firm. He must decide whether to proceed using his firm's internal resources or whether to seek to revise the proposed collaboration. If the deal is to be revived, he must decide on what aspects to compromise.

Learning Objective: To address the terms and conditions of collaborate arrangements and to look at the impact of contractual terms on the value of collaborative efforts.

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