8Harnessing the Power of Long-Term Relationships

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There is no such thing as a long-term, no-strings, convenient, onesided relationship. All require planning, negotiation of differences, establishment of trust and respect, and commitment to mutual benefit.

—K. Reardon and R. Spekman, 1994

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There are many reasons why collaborative relationships are established and then dissolve after one or two projects or thrive in the short term but fizzle out after the first year or two. Relationships may be terminated for reasons beyond the group’s control, such as a shift in organizational priorities or a change in the economy. Or the reasons may lie within ...

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