This thematic issue provides analysis of case examples of negotiation processes of strategic alliances. Negotiation theory is applied to concrete M&A as negotiations as well as to other forms of negotiations of strategic alliances, for instance between governments, between private sector companies and cross-sectoral alliance negotiations between private sector actors and other actors such as governments. The chapters consist of the following topics:

Business diplomacy and international strategic alliances
Raymond Saner
Applying a trust lens to the study of international strategic alliance negotiations
Michael Jeive
The Lafarge-Holcim merger negotiations
Eva-Maria Knittel; Juan David Berdugo; Kamontip Cheevavichawalkul; Marya Imbach

EJIM is a leading journal with European and global perspectives, devoted to advancing international management research, practice and policy. Papers deal with regional, international or comparative issues affecting management scholars and practitioners. EJIM attempts to understand why and how firms manage the movement of people, information, money and products in the context of differing political, economic, social, ecological, competitive and technological environments. It seeks conceptual, theoretical, methodological, empirical, qualitative and review papers advancing the field of international business and management.

Special Issue (2019) NEGOTIATING INTERNATIONAL

STRATEGIC ALLIANCES: EXAMPLES OF SUCCESSES AND FAILURES; Guest Editors, Michael Jeive and Raymond Saner,

European Journal of International Management
Volume 13, No. 5, 2019, pp 581-709.

Raymond Saner and Lichia Yiu discuss a large system transformation project they designed and implemented in Slovenia at the start of its independence in the early 1990s. Post-mortem insights are useful for practitioners who embark on similarly broad transformation processes. Design issues are discussed such as structuring the pre-contracting phase to guarantee inclusive stakeholder representation and participation throughout the transformation process and how intervention design needs to allow for experimentation and multi-stakeholder alliance building. Application of action research and action learning in a risk-averse environment typical of central governments helped create a sense of ownership, control, and collective accountability in the partner country.

Raymond Saner and Lichia Yiu discuss a large system transformation project they designed and implemented in Slovenia at the start of its independence in the early 1990s. Post-mortem insights are useful for practitioners who embark on similarly broad transformation processes. Design issues are discussed such as structuring the pre-contracting phase to guarantee inclusive stakeholder representation and participation throughout the transformation process and how intervention design needs to allow for experimentation and multi-stakeholder alliance building. Application of action research and action learning in a risk-averse environment typical of central governments helped create a sense of ownership, control, and collective accountability in the partner country.

Yiu, Lichia; Saner, Raymond : (2006-2007), “ WITKIN’S COGNITIVE STYLES AND FIELD THEORY APPLIED TO THE STUDY OF GLOBAL MANAGERS AND OD PRACTIONERS”

There has been an upsurge of publications based on Hermann Witkin’s ground breaking work on cognitive styles and human perception differentiated into field dependent and field independent styles (Winerman, 2006, Nisbett et all, 2005, Nisbett, 2003). This paper builds on current and past research of Witkin et al., and applies his concepts to the study of global managers and OD practitioners. The goal is to describe core aspects of culture related challenges which global mangers and OD practitioners have to overcome, and ends with proposing future research on possibilities of training global managers and OD practitioners in order to develop Integrated Perceptual-Cognitive Ability (IPCA). Such an IPCA competence would allow them to master both field-dependent and field-independent perceptual-cognitive skills.

Raymond Saner and Lichia Yiu, 2017, Matlin S. & Kickbusch, I. (eds.) “Pathways to Global Health: Case Studies in Global Health Diplomacy (Volume 2)”, Global Health Diplomacy, vol. 5, p.171-210.

The goal of this chapter is to describe and analyse the multi-stakeholder negotiation process which unfolded during the negotiation of the World Health Organization’s (WHO) Framework Convention on Tobacco (FCTC), including the influencing and negotiation behaviour of the different stakeholder groups and how their disputes resulted in the completion of the FCTC, the initiation of negotiations and agreement on a protocol for FCTC Article 15 (the illicit trade in tobacco products), and the unfinished negotiations towards a protocol for FCTC Article 13 (tobacco advertising, promotion, and sponsorship).

Saner, R.;“Organisational Consulting- What a Gestalt Approach Can learn from Off-Off-Broadway Theater”. Gestalt Review, Vol.3(1): 6-21, 1999.

Saner, R., Strehl, F., Yiu, L.; “La Formation Continue Comme un Instrument Pour Le Changement Dans L’Administration Publique“. (English and French). International Institute of Administrative Sciences, 1997.

Saner, R., Yiu, L.;"European and Asian Resistance to the Use of the American Case Method in Management Training: Possible Cultural and Systematic Incongruencies". The International Journal of Human Resource Management, 5 (4): 953-976, 1994.

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