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":null,"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":0.0000,"publicationDate":"2005-10-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Cooperative Strategy","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1093/acprof:oso/9780199266241.003.0007","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
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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.
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