Negotiating Acquisitions and Partnerships

Introduction

How can leaders increase their odds of having successful negotiations? This collection of articles from MIT Sloan Management Review examines the many stages of negotiation, from evaluating potential partners and valuing the deal to providing protection from lies during the bargaining process and managing the ongoing relationship.

From “How to Manage Alliances Strategically”:

• Strategic alliances are often viewed as critical tools for pursuing growth opportunities, but survey data suggests that roughly 50% of all alliance portfolios underperform.
• Managers are frequently ill prepared to handle the key stages of the alliance process.
• Managers often make three misguided assumptions: (1) that they will find good partners, (2) that they ...