Managing Business Partnerships

Paper Summary:

This paper presents the work of Moss-Kanter on managing partnerships. The author relates that the key to handling cultural differences is to expect them and to deal with them as they occur. She notes that partnerships cannot be controlled by formal systems. She concludes that for an agreement to be successful, each side of the agreement must feel as important as the other.

Table of Contents
Effective Communication
Opportunism
Control Issues
Excess Competition

From the Paper:

"Opportunism occurs when one of the companies wants more and seeks opportunities that do not involve the other company. One example is if the supplier company made an arrangement with another company as an exclusive supplier. This situation would leave the purchase company without a supplier. One way to avoid this is to treat the supplier like a partner, making sure that both parties benefit from the relationship."

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