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Building Strategic Partnerships

TMP 443

This course provides students with an understanding of the unique challenges in managing relationships and resources outside a focal firm. In startups, as well as more established firms, survival and growth often require on partnering with others—a process that involves imperfect information and imperfect people (including ourselves). Using a mix of readings, online simulations, negotiations and other in-class exercises, we focus on three themes in this course: creating value through alliance portfolios, claiming value through structured negotiation, and managing the relationships that sustain growth. We draw on tools and theory from strategy, organization theory, and entrepreneurship.