Cooperative StrategyPub Date : 2005-10-06DOI: 10.1093/acprof:oso/9780199266241.003.0007
J. Child, D. Faulkner, Stephen Tallman, Linda Hsieh
{"title":"Negotiation and valuation","authors":"J. Child, D. Faulkner, Stephen Tallman, Linda Hsieh","doi":"10.1093/acprof:oso/9780199266241.003.0007","DOIUrl":"https://doi.org/10.1093/acprof:oso/9780199266241.003.0007","url":null,"abstract":"Chapter 10 addresses the negotiation of a cooperative agreement, and how to value your partner’s and your own prospective contributions to the joint enterprise. The chapter emphasizes that, whereas in a takeover situation the negotiators are single-mindedly concerned to achieve the best price for their company—the highest or lowest price depending on the side of the negotiating table, this is not the case in an alliance. Unless both partners are concerned that the other has a good deal, the alliance will not prosper over time. Partners need to be satisfied that they have a fair and reliable agreement on the contributions and benefits they attach to an alliance in order for their relationship to develop fruitfully. A so-called win–win situation is sought. The problem of contribution valuation, however, is in reality more an art than a science.","PeriodicalId":319278,"journal":{"name":"Cooperative Strategy","volume":"137 37","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-10-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"113939722","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Cooperative StrategyPub Date : 2005-10-06DOI: 10.1093/ACPROF:OSO/9780199266241.003.0003
J. Child, D. Faulkner, Stephen Tallman, Linda Hsieh
{"title":"Managerial and organizational perspectives","authors":"J. Child, D. Faulkner, Stephen Tallman, Linda Hsieh","doi":"10.1093/ACPROF:OSO/9780199266241.003.0003","DOIUrl":"https://doi.org/10.1093/ACPROF:OSO/9780199266241.003.0003","url":null,"abstract":"Chapter 3 describes the contributions of managerial and organizational perspectives, namely strategic management theory, game theory, bargaining power theory, organization theory, and stakeholder theory, to the understanding of cooperative strategy. Strategic management theory draws attention to the need for prospective partners to achieve a fit between their respective strategies so as to achieve each party’s objectives. Game theory provides valuable insights into the possible attitudes of one’s partner in cooperation. Bargaining power models provide expectations for how the relative contributions of partners determine the structure and strategic direction of cooperative ventures. Organization theory’s contribution comes through its consideration of resource dependency in relation to partner power and control, learning, and how to organize alliances. Stakeholder theory suggests that when firms seek cooperative solutions to joint needs, they become stakeholders in each other’s organization and thus incur an interest in the success of their partners as well as themselves.","PeriodicalId":319278,"journal":{"name":"Cooperative Strategy","volume":"14 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-10-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129772655","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}