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Case
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Reference no. UVA-QA-0530
Authors: W Castleman; S Frey
Published by: Darden Business Publishing
Originally published in: 1998
Version: January 1999
Length: 9 pages
Data source: Field research

Abstract

This case and its companion, ''AmBank International '' (UVA-QA-0531) can be used as part of a module on the creation of mutual value. If the negotiators go beyond an arms-length approach to their relationship, they can create considerable value by relieving constraints and including additional issues. The cases can be used to illustrate the value of strategic alliances.
Location:
Industry:
Size:
USD3.5 billion

About

Abstract

This case and its companion, ''AmBank International '' (UVA-QA-0531) can be used as part of a module on the creation of mutual value. If the negotiators go beyond an arms-length approach to their relationship, they can create considerable value by relieving constraints and including additional issues. The cases can be used to illustrate the value of strategic alliances.

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Location:
Industry:
Size:
USD3.5 billion

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