1. The Alliance Framework

2. Agenda The Definition of Success in Alliance Planning and Negotiating Three Fundamental Requirements of Success 1.Linking the alliance to the business strategic plans o Long-term impact of alliance formation o The “Three Alliances in One” problem 2.Revealing the business strategic plan clearly and honestly to the other party 3.Agreeing on alliance intentions, commitments, rights, and limitations that satisfy the strategic plans of both firms The Alliance Framework: What is it? o Alliance framework elements o Alliance framework process Three Fundamental Requirements of Success The Alliance Framework

3. Success Mutually acceptable alliance contract Part as friends and redirect their efforts The Definition of Success in Alliance Planning ang Negotiating

4. Fundamental Requirements of Success 1.Linking the Alliance to the Business Strategic Plans Linking the goals and objectives of the alliance to the strategy of both organizations  What is the core need of the businesses?  If environment changes, it will affect on all the partners in the same direction!  E.g. Tire manufacture Goals and objectives of the alliance Firm B Strategy Firm A Strategy

5. Path Dependence Contractual Constraints Exclusivity Provision Prevent firm from working with other attractive partners Termination Provision Difficult to escape the alliance Marketplace Reactions Foreclose future opportunities Companies lose control of their long-term strategy due to previous decisions Long-term impact of alliance formation Positive side of path dependence: Unanticipated opportunities Fundamental Requirements of Success

6. The effectiveness of every alliance depends on the ability of both firms to plan and execute all three alliances simultaneously. Company ACompany B Marketing Manufacturing R&D Marketing Manufacturing R&D Alliance# 1 Alliance# 3 Alliance# 2 Fundamental Requirements of Success The “ Three Alliances in One ” Problem

7. 2.Revealing the business strategic plan clearly and honestly to the other party Agree on an appropriate level of openness Ability to strike a balance between sharing sensitive information and protecting both firms 3.Agreeing on alliance intentions, commitments, rights, and limitations that satisfy the strategic plans of both firms Fundamental Requirements of Success

8. The Alliance Framework: What is it? The Alliance Framework Alliance Framework Process Allaince Framewrok elements

9. The Alliance Framework Elements : Business Plan Summary Objectives Roles Overall Ressources Boundaries Market Model Strategic Exclusivity Intersections Detailed Objectives Detailed Resources Financial Pie-Split locates financial rewards and risks Intellectual Property Working Process and Governance Term and Termination specify how parties can exit the alliance

10. Process: 1.Appointing the planning and negotiating team 2.Achieving internal consensus 3.Approaching potential partners: strategic fit assessment 4.Conducting resource fit assessment 5.Selecting the partner 6.Negotiating an agreement The Alliance Framework