Using multinational strategic alliance negotiations to help ensure alliance success: an entrepreneurial orientation

This paper discusses the strategic importance of the negotiation phase of multinational strategic alliance development. The focus is on the potential partner negotiation process that occurs prior to the signing of the alliance deal. It explores ways in which negotiations can be effectively used to substantially improve the chances of success by providing practical guidelines that are useful for multinational managers. The wide variety of activities and demands involved involves a contingent entrepreneurial management process that is examined here. Copyright © 2001 John Wiley & Sons, Ltd.