Harvard Case - Río Curicó: Verdes Juntos Role Material
"Río Curicó: Verdes Juntos Role Material" Harvard business case study is written by Julian J. Zlatev, Kathleen L. McGinn, Katherine Chen, Shaaref Shah. It deals with the challenges in the field of Negotiation. The case study is 13 page(s) long and it was first published on : Mar 26, 2020
At Fern Fort University, we recommend that R'o Curic' and Verdes Juntos adopt a collaborative negotiation strategy based on the principles of integrative negotiation. This approach will enable both parties to achieve a mutually beneficial outcome that aligns with their long-term objectives.
2. Background
R'o Curic', a Chilean fruit exporter, is seeking to acquire Verdes Juntos, a Colombian organic fruit producer. The acquisition would provide R'o Curic' with access to Verdes Juntos's organic certification and its established relationships with European buyers. However, the two companies have different perspectives on the terms of the acquisition, leading to a potential conflict.3. Analysis of the Case Study
**Strategic Analysis:**The acquisition would strengthen R'o Curic''s position in the global organic fruit market and expand its product portfolio. However, it also poses risks, such as potential integration challenges and cultural differences.Financial Analysis:The acquisition is financially viable for R'o Curic', but the purchase price and financing terms need to be carefully negotiated to ensure a positive return on investment.
Marketing Analysis:The acquisition would allow R'o Curic' to tap into Verdes Juntos's existing customer base and market channels, expanding its reach in Europe.
Operational Analysis:Integrating Verdes Juntos's operations into R'o Curic''s supply chain will require careful planning and coordination to ensure smooth operations and maintain product quality.
4. Recommendaations
**Negotiation Strategy:**- Adopt an integrative negotiation approach, focusing on identifying and creating value for both parties.- Establish clear communication channels and build trust between the negotiation teams.- Engage in active listening and empathy to understand each other's perspectives and interests.- Explore creative solutions that address the concerns of both parties.Specific Recommendations:
- R'o Curic' should offer a fair purchase price that reflects the value of Verdes Juntos's organic certification and customer relationships.
- Verdes Juntos should be open to discussing a phased integration plan that allows for a gradual transition and minimizes disruption.
- Both parties should consider establishing a joint venture or strategic alliance to share risks and benefits.
5. Basis of Recommendaations
- **Core Competencies and Mission:** The acquisition aligns with R'o Curic''s strategic goal of expanding its organic fruit offerings.- **External Customers and Internal Clients:** The acquisition will enhance R'o Curic''s value proposition to its customers and provide Verdes Juntos with access to a wider market.- **Competitors:** The acquisition will strengthen R'o Curic''s competitive position in the global organic fruit market.- **Attractiveness:** The acquisition is financially viable and has the potential to generate significant value for both parties.6. Conclusion
By adopting a collaborative negotiation strategy, R'o Curic' and Verdes Juntos can overcome their differences and achieve a mutually beneficial outcome. This will enable them to capitalize on the synergies between their businesses and create a stronger, more competitive entity in the global organic fruit market.7. Discussion
**Alternative Options:**- R'o Curic' could consider acquiring a different organic fruit producer with a stronger financial performance.- Verdes Juntos could seek a strategic partnership with a European buyer to expand its market reach.Risks and Assumptions:
- Integration challenges could arise due to cultural differences and operational complexities.
- The organic fruit market is subject to fluctuations in demand and supply, which could impact the profitability of the acquisition.
8. Next Steps
- Establish a negotiation team with clear roles and responsibilities.- Set a timeline for the negotiations and identify key milestones.- Engage in regular communication and information sharing to build trust and understanding.- Seek external legal and financial advice as needed.Hire an expert to write custom solution for HBR Negotiations case study - Río Curicó: Verdes Juntos Role Material
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Case Description
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