Managing ambiguity of strategic alliances – the role of negotiations

Luminiþa Vochiþa
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Luminiþa Vochiþa: University of Craiova, Faculty of Economics and Business Administration, Romania

Revista Tinerilor Economisti (The Young Economists Journal), 2008, vol. 1, issue 10, 117-124

Abstract: Strategic alliances have become an important part of most company's portfolios. In an era of rapid technological change, the ever rapidly changing competitive landscape, and the globalization of competition more and more companies are choosing to participate in alliances. With their competitors entering into alliances, firms are often faced with few choices other than that of forming alliances to nullify the potential advantage of their rivals. The high failure rates are mirrored in the demise of some alliances that have garnered widespread publicity. This paper studies the increasing importance of negotiations in faceing and managing the ambiguity of the process of alliances and tries to formulate some rules to be followed in order to achieve the right balance in strategic alliances.

Keywords: strategic alliances; negotiation success; ambiguity; competition; failure (search for similar items in EconPapers)
JEL-codes: G00 G1 (search for similar items in EconPapers)
Date: 2008
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Persistent link: https://EconPapers.repec.org/RePEc:aio:rteyej:v:1:y:2008:i:10:p:117-124

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