Summary
Contents
Drawn from best practices, this casebook provides a practical road map and real-life case studies to help students develop the necessary skills to design, negotiate, and manage domestic and international alliances. Editors Jean-Louis Schaan and Micheál J. Kelly have organized this book around the four major phases in the alliance formation and management process—strategic rationale, partner selection, negotiation, and implementation.
Selecting the Right Partner
Selecting the Right Partner
In Brief
It should come as no surprise that appropriate partner selection is a strong determinant of how successful an alliance will ultimately be. Inexperienced companies should exercise patience and discipline during the selection phase and resist the temptation to “do a deal” as quickly as possible.
Key ...