Strategic Alliance Magazine Q3 2017 - 19

T H E A RT O F S PA R R I N G A N D C RO S S I N G S WO R D S

team, and our task is to come up with innovative solutions
... if I'm worried about defending my ideas, I am more
likely to keep my ideas to myself. Alternatively, if I'm
working in an environment with openly shared ideas
and critiques, we can build, and then innovative solutions can emerge."

The Art of Negotiation
A similar dynamic can occur in the process of negotiation, says Harm-Jan Borgeld, CSAP, PhD, head of alliance
management at Merck KGaA. Borgeld will be co-facilitating a workshop with Stefanie Schubert, PhD, professor
of economics, SRH University, Heidelberg, Germany, on

"Strategic Decision Making & Negotiations: Learnings
from Game Theory and AM Practice" at the ASAP BioPharma Conference this Sept. 13-15 in Cambridge, Mass.
The session evolved out of a presentation given by the
co-facilitators at the ASAP European Alliance Summit in London last year, where they talked about game
theory and decision making. It received such positive
feedback that they decided to expand the session into
a workshop that combines game theory, negotiation,
influence, and decision making. The world of game
theory will be explained using real-life business cases
to enable participants to apply the theory in their daily
work as alliance managers.

Group Negotiations
Negotiations are more complex where more people are involved
One has to take care of the "Internal Negotiations" and the "External Negotiations"
"Internal Negotiations" - these are the discussions within the team,
company, country, etc.
"External Negotiations" - these are the true negotiations with the other side
Group negotiations need
a longer preparation time to
reach internal alignment
Group negotiations are more difficult
to negotiate, especially where there
are multiple negotiators and multiple
decision makers in the team
Most frequent mistakes:
* Entering negotiations without internal
alignment
* Lack of long-term negotiation
strategy/tactics
Figure 4

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Q3 * 2017 | STRATEGIC ALLIANCE MAGAZINE



Table of Contents for the Digital Edition of Strategic Alliance Magazine Q3 2017

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https://www.nxtbook.com/allen/stam/23-2
https://www.nxtbook.com/allen/stam/23-1
https://www.nxtbook.com/allen/stam/22-4
https://www.nxtbook.com/allen/stam/22-3
https://www.nxtbook.com/allen/stam/22-2
https://www.nxtbook.com/allen/stam/22-1
https://www.nxtbook.com/allen/stam/21-4
http://www.brightcopy.net/allen/stam/21-3
http://www.brightcopy.net/allen/stam/21-2
http://www.brightcopy.net/allen/stam/21-1
http://www.brightcopy.net/allen/stam/20-4
http://www.brightcopy.net/allen/stam/20-3
http://www.brightcopy.net/allen/stam/20-2
http://www.brightcopy.net/allen/stam/20-1
http://www.brightcopy.net/allen/stam/19-4
http://www.brightcopy.net/allen/stam/19-3
http://www.brightcopy.net/allen/stam/19-2
http://www.brightcopy.net/allen/stam/19-1
http://www.brightcopy.net/allen/stam/18-4
http://www.brightcopy.net/allen/stam/18-3
http://www.brightcopy.net/allen/stam/18-2
http://www.brightcopy.net/allen/stam/18-1
http://www.brightcopy.net/allen/stam/17-4
http://www.brightcopy.net/allen/stam/17-3
http://www.brightcopy.net/allen/stam/17-2
http://www.brightcopy.net/allen/stam/17-1
http://www.brightcopy.net/allen/stam/16-3
http://www.brightcopy.net/allen/stam/16-2
http://www.brightcopy.net/allen/stam/16-1
http://www.brightcopy.net/allen/stam/15-4
http://www.brightcopy.net/allen/stam/15-03
http://www.brightcopy.net/allen/stam/15-02
https://www.nxtbook.com/allen/stam/15-1
https://www.nxtbook.com/allen/stam/14-4
https://www.nxtbook.com/allen/stam/14-3
https://www.nxtbook.com/allen/stam/14-2
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