Strategic Alliances That Work: Negotiating and Designing an Alliance

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Note

Reference no. 9B05M024

Subject category: Strategy and General Management

Authors: Michael Kelly (Ivey Publishing, Western University); Jean-Louis Schaan (Ivey Business School, Western University)

Published by: Ivey Publishing

Originally published in: 2005

Version: 2009-10-01

Length: 16 pages

Data source: Published sources

Topics: Joint ventures; Alliances; Competitiveness

Share a link: https://casecent.re/p/62182

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Abstract

This note is part of a series entitled ''Strategic Alliances That Work''. The negotiation process involves pre-negotiation preparations such as putting together the negotiating team, conducting the negotiation itself, and finalizing the ultimate agreement. The agreement should address, among other things: (1) the mission of the alliance; (2) its structure and governance; (3) ownership and control details; (4) identification of performance objectives and milestones; (5) conflict resolution procedures; and (6) provision for termination of the partnership. Related cases, ''Strategic Alliances That Work: Should You Build a Strategic Alliance?'', ''Strategic Alliances That Work: Selecting the Right Partner'', ''Strategic Alliances That Work: Implementing Winning Conditions'', (''9B05M022''), (''9B05M023'') and (''9B05M025'').