Negotiating Partnerships: Increase profits and reduce risks

8. What are the prerequisites for a successful co-operation agreement?

The experiences we have told you about so far in this book speak for themselves. Co-operating is not easy and it is often made impossible because the wrong people are assigned to the project. There are a number of basic prerequisites which must be fulfilled if the parties are to have the chance of success.

Co-operating is not easy and it is often made impossible because the wrong people are assigned to the project.

1. The human chemistry must be in order. If there is no human chemistry characterized by mutual respect, trust and openness, the co-operation agreement is doomed to fail. It is people who do business with each other, not computers, and it is people who are assigned ...