Frontiers of Strategic Alliance Research: Negotiating, Structuring and Governing Partnerships

The art of alliance management is an integral part of the practice of business in the twenty-first century. Collaborations between companies provide synergistic ideas and a combined capability that surpasses what each firm can achieve, individually. This handbook comprehensively encompasses the latest research in the expanding fields of strategic alliances and interfirm collaborations, featuring twenty-eight contributions from leading international experts. It will enable the reader to develop skills in negotiating with a prospective partner firm; write alliance agreements that specify the rights, responsibilities, obligations, restraints and safeguards for each partner; govern and manage the relationship, taking into account behavioural and psychological considerations, as well as the power balance over the life of the alliance; and handle termination or dissolution of the agreement when appropriate. It will be an invaluable resource for graduate students and academic researchers in business management, as well as the consultants, executives and lawyers who negotiate, form, and manage alliances.

Farok J. Contractor is University Distinguished Professor at Rutgers University and Fellow of the Academy of International Business. A leading expert in corporate alliances, amongst other subjects, Contractor has authored over 150 scholarly papers, nine books, and has received over 10,500 scholarly citations of his works by other academics around the world.

Jeffrey J. Reuer is the Guggenheim Endowed Chair and Professor of Strategy and Entrepreneurship at the University of Colorado. He has served as an Associate Editor for the Strategic Management Journal, a Consulting Editor for the Journal of International Business Studies, and a founding Editor in Chief of the Strategic Management Review. He is a Fellow of the Strategic Management Society.