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The Strongest Link
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The Strongest Link

The Strongest Link

Forging a Profitable and Enduring Corporate Alliance

Gene Slowinski, Matthew W. Sagal

288 pages, parution le 26/06/2003

Résumé

The real low-down on successful alliances—from the experts who make them happen.

What does it take to build a successful corporate alliance? The dramatically high failure rate—estimated at 60 to 75%—suggests that alliance managers often lack the knowledge and skills to determine strategic fit, negotiate win-win agreements, align organizational cultures, and—perhaps most important of all—get people to work together productively. This book provides the practical guidance needed to make alliances work. In The Strongest Link, strategic alliance experts Slowinski and Sagal draw on over 40 years of experience working with companies to form strong, profitable collaborations, including AT&T, NEC, Battelle, Eli Lilly, and Procter & Gamble. Packed with stories of these and other companies, the book features exclusive, proven methodologies for planning, structuring, and negotiating an alliance, as well as strategies for training participants in collaborative management.

The Strongest Link is a true field guide, a down-in-the-trenches look at how to avoid the troubles that plague so many alliance efforts and how to forge a collaborative link that adds value to all participants.

Contents

  • The Alliance Framework Tool
  • Selecting the Team
  • Using the Alliance Framework Document to Achieve
  • Approaching Potential Partners: Strategic Fit Assessment
  • Resource Fit Assessment
  • Selecting the Partner
  • Negotiating the Agreement
  • Developing the Relationship with the Partner Using all Alliance Framework Elements
  • The Alliance Implementation Program
  • Managing Conflict
  • Alliance Management Systems and Alliance Metrics
  • Managing Cultural Differences

Caractéristiques techniques

  PAPIER
Éditeur(s) Amacom
Auteur(s) Gene Slowinski, Matthew W. Sagal
Parution 26/06/2003
Nb. de pages 288
Format 16 x 23,5
Couverture Relié
Poids 585g
Intérieur Noir et Blanc
EAN13 9780814407431
ISBN13 978-0-8144-0743-1

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