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by MIT Sloan Management Review
Negotiating Acquisitions and Partnerships
Cover
Copyright
Contents
Introduction
How to Manage Alliances Strategically
Taking a Strategic Approach
Improving Alliance Management
Negotiating With Liars
The Morality and Legality of Lying
Not All Deceptions Are Lies
Can We Detect Lies?
Concerns Over Lie Detection Technologies
Protecting Against Deception
Negotiating Cross-Border Acquisitions
Lessons from the Tréfimétaux Deal
Lessons from the Kabelmetal AG Deal
Creating More Accurate Acquisition Valuations
Not All Acquisitions Are Go/No-Go Decisions
Why Managers Value Deals Too Highly
Why Managers Undervalue Deals
Taking a Broader View
The Art of Managing Complex Collaborations
Bringing the Group Together
Critical Mechanisms
Rewriting the Playbook for Corporate Partnerships
A New Framework for Adaptive Strategic Partnering
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