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Alza and Ciba-Geigy: renewing the collaboration? (A, B1, B2, B3, B4, B5andB6)

Author: Doz, Yves L. INSEAD Area: StrategyPublisher: Fontainebleau : INSEAD, 2006.Language: EnglishDescription: 17 p. + 6 p. + 6 p. + 5 p. + 4 p. + 5 p. + 6 p.Type of document: INSEAD CaseNote: Latest version available via https://publishing.insead.eduAbstract: This suite of cases begins with an overview of a promising alliance between a multinational Swiss pharmaceuticals firm and a start-up with cutting-edge technology in drug delivery systems. At the end of the case, the alliance has slid into crisis. In the six B caselets, three stakeholder groups from each partner in the alliance prepare to advance their visions of how it should continue - or end. Pedagogical Objectives: Through role-playing, participants should experience the difficulties of understanding partners when alliances reach a crisis point, and the equally great (but not insurmountable) difficulties of achieving a satisfactory resolution. The cases are used to prepare participants for first, "internal" negotiations within their organizations, and then, cross-organization negotiations.
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INSEAD Case Asia Campus
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Print Consultation only BC007716
INSEAD Case Europe Campus
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Print Consultation only BC007715
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Latest version available via <a href=https://publishing.insead.edu>https://publishing.insead.edu</a>

Through role-playing, participants should experience the difficulties of understanding partners when alliances reach a crisis point, and the equally great (but not insurmountable) difficulties of achieving a satisfactory resolution. The cases are used to prepare participants for first, "internal" negotiations within their organizations, and then, cross-organization negotiations.

This suite of cases begins with an overview of a promising alliance between a multinational Swiss pharmaceuticals firm and a start-up with cutting-edge technology in drug delivery systems. At the end of the case, the alliance has slid into crisis. In the six B caselets, three stakeholder groups from each partner in the alliance prepare to advance their visions of how it should continue - or end.

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