Human Issues in Strategic Alliance

摘要

Human behavior plays a major role in success/failure of a strategic alliance between partners, but many managers pay little attention to this aspect while in the process of negotiations. This paper highlights a number of human and organizational cultural issues, which played a major role in the process of developing a strategic alliance between a telecommunications organization (TEL) and other retail electricity organizations. A framework for strategic alliance was developed for the new market situation, which helped in understanding the future informational requirements and dependence of partners on each other.