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.
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