Comprehensive course analysis
Who should attend
- Mid- and upper-level managers involved in creating or implementing strategic alliances
- Individuals with responsibility for business development, strategic planning, marketing and strategic alliance operations
- Legal, accounting and management consulting professionals engaged with firms involved in or considering strategic alliances
- Federal Government managers seeking to gain new perspectives for managing strategic partnerships
About the course
Develop strong alliance capabilities
Just as the rewards of strategic alliances are many, so are the options and their associated legal, financial and operational implications. In a world of constrained resources and intense competition, the challenge of developing strategically focused, cooperative relationships lies in designing and managing them to create value and knowing and mitigating the factors can result in alliance failures.
In this highly collaborative program guided by senior Kellogg faculty, you’ll learn how to create and manage a variety of strategic alliances, both domestic and international, including joint ventures, licensing agreements, buyer-supplier partnerships and consortia. You’ll examine the specific conditions under which alliances are preferred to other growth strategies, develop a better sense of the related costs and benefits, and leave with practical tools you can apply immediately.
- Analyze and determine when to make, buy or ally
- Create and manage value-adding alliances
- Avoid common pitfalls that can lead to alliance failures
- Negotiate before, during and after alliance agreements have been signed
- Anticipate critical legal, financial and operational issues in alliances
- Manage complex, multiple alliance initiatives within your organization
Promises and Pitfalls of Alliances
- Evaluate risks and returns
- Avoid alliance failure factors
- Increase the probability of successful alliances
- Address the challenge of cooperation among large numbers of partners
Make, Buy or Ally
- Know when to use alliances as a business development vehicle
- Protect your company’s interests strategically and contractually
- Detect when your partner has a win/lose orientation
- Understand the role of alliances in the network economy
Alliance Decisions and Capabilities
- Change your status from vendor to partner
- Develop an alliance capability across the organization
- Structure an alliance for organizational learning
- Create alliances within an organization
- Improve alliance management capabilities
Economic and Governance Issues
- Deal with cultural differences in alliances, especially in emerging economies
- Map competitors’ alliances
- Implement a framework for stakeholder analysis
Analyzing and Designing Joint Ventures
- Discuss strategic and operational considerations
- Anticipate critical legal, accounting and financial issues
- Find value in cooperation
- Anticipate conflict and instability when your company has multiple alliances
Ed Zajac joined the faculty of the Kellogg School of Management after completing his Ph.D. in organization and strategy at the Wharton School, University of Pennsylvania. At Kellogg, he received the James F. Bere Chair and the Sidney J. Levy Teaching Award. He was a Fulbright Scholar at the Unive...
Ned Smith is an Associate Professor of Management and Organizations at the Kellogg School of Management, Associate Professor (by courtesy) of Sociology, core faculty member of the Northwestern Institute for Complexity (NICO), and faculty associate at the Northwestern Institute for Policy Research...
Videos and materials
Read more about Negotiations
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