4 ALLIANCE NEGOTIATION
Alliance negotiation constitutes yet another critical stage in the alliance development framework. Many alliance initiatives are terminated before they can be executed; if they are executed, the negotiation processes and outcomes establish the foundation for the future progress of the alliance. This stage entails establishing the actual complementarities in the collaboration and defining carefully the nature and amount of resources that will be available to the partnership, the ownership, the anticipated outcomes and the contractual provisions. Because alliance partners are interdependent, reaching an agreement demands some negotiation, usually through a dialogue among representatives of ...
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