The Strongest Link

Forging a Profitable and Enduring Corporate Alliance

Gene Slowinski, Matthew W. Sagal

288 pages, parution le 26/06/2003

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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.

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