$0.00 – $6.00
Two-party, multi-issue negotiation between a Tokyo-based robotics company and a U.S.-based tech company over a potential acquisition deal, to be conducted via online video conference.
Delivered is an app-based service that matches independent food-delivery drivers with customers who want delivery from their favorite neighborhood restaurants. While originally only available in the US, Delivered now operates in major cities all over the world. Already a globally successful company before the COVID-19 pandemic, the ensuing stay-at-home orders caused an explosion in Delivered’s popularity. Many restaurants, however, were forced to close permanently during the stay-at-home period, while others who successfully pivoted to entirely take-out-based orders had difficulty keeping up with demand. As restaurants were permitted to reopen for in-person dining, a severe labor shortage left them desperate for servers and cooks and left many establishments unable to maximize business in the face of pent-up demand. Delivered is seeking to invest some of its newly increased development budget in innovative technologies to address some of these issues.
Grubotics is a Japanese robotics company, which makes food-preparation robots. “Ren” the food-preparation robot has an internal refrigerator, which holds fresh produce and other ingredients. It can combine these ingredients into custom salads, noodle bowls, and other dishes. Prior to the pandemic, Grubotics robots were primarily used in universities, hospitals, and grocery stores. But with the onset of the COVID-19 pandemic, there has been a massive increase in their use by restaurants and convenience stores which were looking for a way to supplement human workers and a contact-less way to dispense fresh food. A relatively young company with only 20 employees, Grubotics has had some trouble scaling up and meeting the surging demand for its food-preparation robots. It is therefore beginning acquisition negotiations with Delivered and seeking an influx of capital to help meet demand and expand into new markets.
Delivered and Grubotics are meeting via online video conference to negotiate the terms of an acquisition deal.
This simulation is designed to be conducted via online video conference platform. Including preparation, negotiation, and debrief, the simulation should take approximately one and a half hours.
- Teaching Notes
- Confidential Role Instructions for Grubotics
- Confidential Role Instructions for Delivered
- Outcome Form
- Negotiation process management and agenda setting.
- Openings in a negotiation, the pre-anchoring phase, and momentum-building.
- Defining BATNAs – assessing both your BATNA as well as the other party’s.
- Uncovering interests.
- Cross-cultural communication.
- Navigating the dynamics of technology, and technological preferences of each party in a negotiation.
- Managing relationship dynamics and the possibility of a future relationship in a negotiation.
Ren the Robot Attributes
|Time required:||2 hours|
|Numbers of participants:||2|
|Teaching Notes Available:||Yes|
|Neutral third party present:||No|