Abstract
There are two main stages in the champagne production chain: the growing of the grapes, and the production and marketing of the drink itself. The surplus created by the protected champagne name can provide plenty of profit for both the grape growers and the champagne houses. But dividing the surplus between the two has become more difficult in recent years. The growers have enjoyed increased bargaining strength, reflecting the new ease with which they can market champagne themselves. Their efforts to take a large proportion of the profits have undermined the source of those profits. There are lessons from the story for everyone involved in negotiating a fair share of the profits to which their work contributes.
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