Unlocking International Joint Ventures

Index

• Page numbers followed by f and t refer to figures and tables, respectively.

• A
• Accountability, 52, 330, 331
• Accountants, 215, 233, 235f
• Accounting consolidation, 258–262
  • and governance, 76, 78
  • and license agreements, 271
  • as negotiation point, 246–247
  • and Op Co.–Prop Co. model, 148
  • and shareholder control/equity split, 114–115, 254

• Accounting metrics, success defined by, 113, 114, 330
• Advisors, 213–241. See also specific types, e.g.: IJV consultants
  • allegiance of, 206, 210–211
  • backdoor discussions by, 209
  • at business dinners, 184
  • choosing, 231–233
  • competency of, 99
  • at contract signing, 55
  • and creativity in IJV formation, 146
  • discussing, during process alignment, 89
  • experience of, 100, 131, 231, 234
  • firing of, 237–238
  • insight of, 232
  • jointly-appointed, 134
  • managing, 241
  • measuring value of, 236
  • misusing, 237–240
  • on negotiation team, 46, 197, 198, 206, 210
  • number of, 214–215
  • procurement department in selection of, 134–135
  • progression checklist question about, 98–101
  • research findings on, 368t
  • risks to deals from, 219, 225–231
  • when to use, 233–236

• Aerospace companies, 140
• Aggressive negotiations, 288–289
• Alcohol consumption, 182–185
• Alignment, internal, see Internal alignment
• Alignment between partners, 106, 129
  • on business plan, 49–50, 186
  • on compelling proposition, 32, 34
  • on metrics for success, 113, 114
  • on operating model, 49–50
  • on process, 87–90
  • terminating IJV due to shifts in, 318–320

• Alliances, 8, 154, 172
• Alpha personality, lead negotiators with, ...