Description
The basis for effective long-term collaboration is established at the negotiation stage. But alliance negotiations can be challenging to executives steeped in the adversarial, position-maximizing style of negotiating that characterizes many types of business arrangements. Approaching alliance negotiations from an adversarial or winner-take-all perspective is an invitation to trouble.
doc_760181740.pdf
The basis for effective long-term collaboration is established at the negotiation stage. But alliance negotiations can be challenging to executives steeped in the adversarial, position-maximizing style of negotiating that characterizes many types of business arrangements. Approaching alliance negotiations from an adversarial or winner-take-all perspective is an invitation to trouble.
doc_760181740.pdf