Strategic Alliance Magazine Q2 2016 - 27
Understanding
Cultural Context
By Cynthia B. Hanson
Internationally savvy execs explore the
nuances of cross-cultural partnering and
how to build solid alliance frameworks
that are sensitive to the unique settings of
India, Latin America, and other complex
and diverse cultures and regions
This article is a continuation of our coverage of a cultural roundtable session that
debuted at the 2016 ASAP Global Alliance Summit "Partnering Everywhere: Expert
Leadership for the Ecosystem" March 1-4 at National Harbor, Maryland. The session,
dubbed "Alliances around the World: Cultural Roundtables," opened a window into
the cultural nuances of specific regions of the world in order to sensitize executives
and thereby enhance their international partnering capabilities. Participants were
introduced to three regions of the world by seasoned moderators and then rotated
around the room to ask questions and engage in roundtable discussions about the
dos and don'ts as well as the unique challenges of doing business in those areas. In
the Spring 2016 issue of Strategic Alliance Magazine we focused on cross-cultural
challenges in China, based upon the discussion moderated by Andrew Yeomans,
CSAP, director of alliance management, biopharma business, Merck KGaA. This
article explores the cultural intricacies and dynamics of the two other regions, building
upon the discussion of India, moderated by Subhojit Roye, CSAP, principal, strategic
alliances at Tradeshift, and of Latin America, moderated by Guarino Gentil Jr., CAAM, director, alliance management at Merck KGaA. The overall session was deftly
facilitated by Australian alliance veteran Philip Sack, CSAP, president of the ASAP
Asia Collaborative Business Community.
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Table of Contents for the Digital Edition of Strategic Alliance Magazine Q2 2016
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