Tendering

Paper Summary:

This paper explores the literature regarding the hypothesis that partnering (or tendering) is the key to the formation of innovative relationships in the construction industry. The paper defines and discusses partnerships and how they work in general. It then discusses the elements that result in a successful partnership as well as those elements that can undermine the ability to develop a successful partnership.

Table of Contents:
Partnering for Innovation and Maximizing Profits
What is a Partnership?
The Anatomy of a Strategic Alliance
Determinants of Successful Alliances
Partnerships and Negotiations
Attributes of A Successful Partnership
Summary and Conclusions

From the Paper:

"Our investigation of what constitutes a successful partnership in the construction industry took us to many areas outside of the industry. We found that successful partnerships in the construction industry are no different than those that exist in other situations. We found that the formation of partnerships is closely related to the elements that constitute successful negotiations. Both parties can achieve maximum benefits that extend well beyond the project life by participating in successful partnerships (Fisher and Brown 1988). However, they also have much to lose in a failed partnership. Failed partnerships make both companies look bad and may result in the loss of future projects for both. It is in everyone's best interest to strive for the formation of successful partnerships."

Sample of Sources Used:

• Bartlett, C. & Sumantra, G. 1989. Managing across borders: The transnational solution. Boston, Mass.: Harvard Business School Press.
• Beersma, B. & De Dreu, C. 1999. Negotiation processes and outcomes in prosocially and egoistically motivated groups. International Journal of Conflict Management, vol. 10. pp. 385-402.
• Borys, B. &. Jemison, D. 1989. Hybrid arrangements as strategic alliances: Theoretical issues in organizational combinations. Academy of Management Review, Vol. 14. pp 234-49.
• Brett, J. & Rognes, J. 1986. Intergroup relations. In P. S. Goodman (Ed.), Designing effective work groups. San Francisco: Jossey Bass.
• Carnevale, P. & Pruitt, D. 1992. Negotiation and mediation. Annual Review of Psychology, vol. 43. pp. 531-582.

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