NEGOTIATING INTERNATIONAL STRATEGIC ALLIANCES: EXAMPLES OF SUCCESSES AND FAILURES - Guest Editors:

A strategic alliance must contribute towards the strategic objectives of the organisations involved in the alliance and the likely outcomes of the alliance must be in line with the required strategic outcomes of those organisations (Burshtein, 2001). [...] The routine work at embassies abroad consists of well-known steps such as the ones of the chargé d’affaires or economic and trade advisor who reads the press, meets with economic decision-makers and writes summaries for the Ambassador on the state of business in the host country. [...] Following a brief cultural diversion to show how the trust lens can illuminate the development of alliance culture, the paper provides an overview of key recent literature on the conception of trust and trust development before returning to a discussion of trust and negotiation and especially of the strategic alliances. [...] 1 Introduction The trust literature and especially the literature relating to the development of trust and distrust offers a methodology to investigate the collaboration processes at the interpersonal, system and process levels. [...] The authors propose a definition of trust as “the willingness of the party to be vulnerable to the actions of another party based on the expectation that the other will perform a particular action important to the trustor, irrespective of the ability to monitor or control that other party.” At the heart of Mayer et al.’s paper is a conceptualisation of trustworthiness as ability, benevolence, and.