Carliss Y. Baldwin
Harvard Business School (209070-PDF-ENG)
October 24, 2008
Third in a series of PepsiCo offers for Quaker Oats. Describes the Quaker Oats auction, including the terms of the bids. After winning the auction, Coke’s stock price dropped dramatically. Coke’s board of directors later refused to approve the deal and withdrew. Quaker then approached Pepsi, the losing bidder, and asked them to make another offer. The case can be used to teach the mechanisms of consideration, the effects of announcements, the prerogatives of a board of directors and the strategy of negotiation.
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