Comprehensive course analysis
Who should attend
Executives with responsibilities for growth initiatives, whether introducing innovations, finding new markets, or looking at new technologies will benefit from this program. Additionally, those who manage alliances and work in business or corporate development (including general managers, strategic planning managers and marketing managers) and financial officers involved with financing new ventures or mergers and acquisitions can also benefit.
About the course
Partnerships across industries and geographies are a fact of business today. Strategic alliances that leverage other firms’ capabilities have become the primary mode of growth for many companies — the question is not whether to partner, but rather how to partner well. Current challenges, though, highlight the fact that those interdependencies come with risks.
To guard against those risks and capitalize on important growth opportunities, decision makers need to understand the factors that make up successful alliances, how they can become and select superior partners, and how to manage their alliances over time. In Driving Growth through Strategic Partnerships, participants will enhance these capabilities and be better able to create maximum value for all partners.
Program Highlights & Benefits
In Driving Growth through Strategic Partnerships, you will learn how to:
- Gain access to new knowledge, technologies, and markets through alliances
- Position your firm as a preferred alliance partner
- Become a more effective negotiator when entering and managing alliances
- Reduce your exposure to and mitigate the effects of enterprise risks
- Anticipate and resolve business conflicts to improve alliance performance
- Understand how to manage complex, multi-partner alliance ecosystems
This program complements Mergers and Acquisitions, which focuses on valuation and legal issues that arise in a strategic alliance.
Experience & Impact
Driving Growth through Strategic Partnerships teaches research-based techniques for designing and forming alliances, showing you how to apply them to your firm’s real-world challenges and experiences. Through case studies, experiential learning, advice from industry experts, and interactive exercises, you will discover a better way to respond to new market opportunities, facilitate time to market, find complementary resources, and gain new skills and technologies through partnerships.
This program will help you build your firm’s alliance capability, making you an alliance “partner of choice.” You will learn how to identify and offset your company’s unique liabilities, develop a reputation for reliability and trustworthiness, and find ways to add value to an alliance. You will also discover how to determine when to enter into a partnership and — equally as important — when to leave one. Conflicts and the evolution of alliances, as well as managing networks of alliances and understanding how they affect overall corporate strategies, are also explored.
Session topics include:
- Growth Strategy and the Role of Partnerships and Ecosystems
- Creating Competitive Advantage
- Alliance Structure and Dynamics
- Strategy and the Role of Alliances
- Negotiating a Partnership (Lecture and Exercises)
- Leveraging Innovation Ecosystems
- Corporate Strategy and Acquisitions
Education PhD, University of Michigan, 1984; MBA, Indian Institute of Management, Ahmedabad, 1978; BTech, Indian Institute of Technology, Delhi, 1975 Academic Positions Held Wharton: 1984present (Vice Dean for Global Initiatives, 2008present; Acting Chairperson, Management Department, 20072008; n...
Prashant Kale is Associate Professor of Strategic Management at the Jesse H. Jones School of Business, Rice University. Prior to Rice he was faculty at the Ross School of Business, University of Michigan and he has also been visiting faculty at the Wharton School, the Kellogg School of Management...
Rahul Kapoor is an Associate Professor of Management at the Wharton School, University of Pennsylvania. In his research, Rahul explores the strategies pursued by established and emerging firms in technologybased industries. He focuses on how firms organize for innovation and manage technological...
Videos and materials
Read more about Negotiations
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.