The general management of alliances

Abstract

Chapter 12 focuses on the joint venture (JV) general manager, but also considers the management of collaborations and networks. The success of JVs relies on their general managers taking an active part in handling relations between partners, in addition to managing other external relations and those within the internal organization of the venture unit. Their management of these relationships is therefore of critical importance. The role can be stressful because the presence of two or more partners or parent companies in strategic alliances of any kind can lead to conflict and ambiguity in what is expected of their managers. Non-JV alliances, such as two-party collaborations and multi-party networks, also have their own managerial requirements. The chapter closes by considering the qualities that alliance managers need in the light of the tasks and circumstances they face.