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Unilateral Commitments and the Importance of Process in Alliances
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By Ranjay Gulati, Tarun Khanna and Nitin Nohria
Spring 1994
Reprint 3535
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Volume 35, Number 3, pages 61-69, 9 pages
Primary Topic: Corporate Strategy
Secondary Topic: Global Business
SummaryHow the partners in an alliance view their joint venture can have much to do with its success or failure. Do they fear that the other partner will get a larger payoff, while they operate in good faith? Or do they make seemingly counterintuitive unilateral commitments that involve acts of faith by one or both companies? Here the authors present a framework, derived from field interviews and viewed in game theory terms, for securing partners' cooperation, managing an alliance, and ensuring its success. |
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Info
on pricing and academic discounts.
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