Zusammenfassung
Die Vorstellung des „Relationship Building Concept“ in Vor-Verhandlungs-Workshops stellt die Lösung hinsichtlich einer ersten Vertrauensbildung zwischen Allianzpartnern dar. Beide Vertragsparteien legen Metriken fest, wie der Allianzerfolg gemessen werden kann. Weiterhin helfen neben den fünf Elementen des Relationship Building Concepts zum Vertrauensaufbau gemeinsame Governance-Mechanismen, um die nötige Sicherheit zu etablieren. Mit einer Risikoreduzierung des Scheiterns von strategischen Allianzen sowie einer intensiven Auseinandersetzung mit dem Beziehungsmanagement, können erhebliche Wettbewerbsvorteile aufgebaut werden. Der Fokus sollte auf einer langfristigen Qualität der Beziehung liegen, welche von formalen und relationalen Governance-Mechanismen gesichert wird.
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Dahm, M.H., Hollerbach, S. (2021). Strategische Allianzen und Kooperationen – Ein Leitfaden für mehr Erfolg. In: Dahm, M.H. (eds) Kooperationsmanagement in der Praxis. FOM-Edition. Springer Gabler, Wiesbaden. https://doi.org/10.1007/978-3-658-28112-0_1
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