Unlocking International Joint Ventures

PREFACE

In developing this book, we identified three main types of users – an experienced IJV manager/negotiator/advisor looking for confirmation or exposure to additional insights and skills, a novice IJV lead negotiator or negotiation team member who has been recently tasked with negotiating an IJV and, last but not least, in a classroom environment. While the book is not designed to be a textbook, it is sufficiently complete that it could comfortably sit in an MBA curriculum.

As you will see, IJVs are complicated as they have many moving parts and many different stakeholders all of whom have different interests. However, in order to succeed, these moving parts need to be managed in a process and most crucially the different interests (especially of the IJV partners) will need to be aligned so that there is a compelling proposition to proceed.

In order to assist with these complicated topics, the book has chapters in which key concepts are self-contained but also references to overarching discussions throughout the book – this allows for dipping in and dipping out (like you might do if in a negotiation). This also shows that IJV concepts such as alignment, trust, process and many more do pop up in several contexts. This creates a little bit of repetition, but hopefully, this is helpful for the reader as it makes it easier to comprehend how these strands come together.

For the professional user, a scan of the table of contents and focusing on the key topic areas of interest ...