MANAGING AMBIGUITY OF STRATEGIC ALLIANCES – THE ROLE OF NEGOTIATIONS
MANAGING AMBIGUITY OF STRATEGIC ALLIANCES – THE ROLE OF NEGOTIATIONS

Summary/Abstract: Strategic alliances have become an important part of most company's portfolios. In an era of rapid technological change, the ever rapidly changing competitive landscape, and the globalization of competition more and more companies are choosing to participate in alliances. With their competitors entering into alliances, firms are often faced with few choices other than that of forming alliances to nullify the potential advantage of their rivals. The high failure rates are mirrored in the demise of some alliances that have garnered widespread publicity. This paper studies the increasing importance of negotiations in faceing and managing the ambiguity of the process of alliances and tries to formulate some rules to be followed in order to achieve the right balance in strategic alliances.

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