Strategic Alliances That Work: Negotiating and Designing an Alliance

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, the mission of the alliance, its structure and governance, ownership and control details, identification of performance objectives and milestones, conflict resolution procedures, and 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, product 9B05M022, 9B05M023 and 9B05M025.