C A S E S T U D Y : B AY E R Capability Skill Alliance Professional Alliance Manager Alliance Know How Understand key alliance concepts * Aware of alliance best practices * Owns alliance best practice *Understands alliance governance structure * Drives alliance governance structure Flexibility Understand, manage and leverage difference and diversity * Understands how a partner's culture, processes, and people are different * Identifies and manages key differences between the partner and their organization on a broader organizational level and can champion accommodations for partners where needed Joint Problem Solving Negotiate the decision-making process * (Expert) Uses knowledge of the internal organization to make necessary accommodations for partners within own functional area * Understands that the decisionmaking process needs to be regularly negotiated * Distinguishes between problemsolving and decision-making phases Collaboration Organizational Agility Practice active listening and clear communication Build internal alignment on key decision points * ( Expert) Actively harnesses understanding of differences to drive joint value * F acilitates negotiation of how to best structure a problem-solving discussion *S tructures and leads productive discussions, even when parties are stuck or dug into their positions * Listens for and acknowledges partners' interests *A ctively solicits, listens for, and acknowledges partners' interests * Aware of how own communication comes across to and is received by people from different cultures * E ncourages others to use language that bridges the cultural divide * Proactively seeks to align internal stakeholders on decision points in own function before joint alliance meetings * ( Expert) Facilitates discussions and manages team dynamics, interprets and clarifies conversations for others *D rives internal decision-making * E stablishes agreement on "one voice" and enforces the "one voice" policy during joint meetings * Speaks with credibility and authority for own functional area Conflict Management Surface and discuss partisan perceptions * Understands that parties bring one-sided perceptions to the table during conflict *A ctively diagnoses "partisan perception" issues in a conflict and facilitates joint discussion to enable people to share their thinking constructively oaches team to discuss partisan *C perceptions constructively Figure 6 29 Q2 * 2017 | STRATEGIC ALLIANCE MAGAZINE