Unlocking International Joint Ventures

Preface xi List of Abbreviations xiii Section I Why a Joint Venture? 1 Chapter 1 Introduction: Why International Joint Ventures Are So Popular. . . and So Hard 3 Chapter 2 The Washing Machine: How the Jv Formation Process Actually Works 31 Chapter 3 Create a Process: Be Quick, Be Involved and Be Pragmatic 65 Chapter 4 Securing Internal Alignment: How to Avoid Damaging ‘own Goals’ 105 Section II Preparing a Jv 125 Chapter 5 Good Process Attributes: What Indicates a Negotiation Is Likely to Conclude Successfully? 127 Chapter 6 Options: Small Town Versus Big Town Marriages (or, It Makes Sense to Limit Partner Options) 151 Chapter 7 Know Yourself and Your Proposed Partner 171 Chapter 8 Negotiation Team: How to Assemble a Winning Team and Select the Right Lead Negotiator 195 Chapter 9 Picking An Advisor 213 Section III Negotiation and Aftermath 243 Chapter 10 What Are the Major Commercial Negotiation Points in An Ijv? 245 Chapter 11 The Joint Venture Contract: Negotiating An International Joint Venture Contract 279 Chapter 12 Jv End Stages – Successful Exit, Manageable De-coupling Or Toxic Dispute 317 Appendix A Generic Business Plan Table of Contents 355 Appendix B Task- and Partner-related Criteria Across Studies 359 Appendix C Illustrative Principles Developed Prior to First Negotiation Meeting 363 Appendix D Research Findings Summary 367 References 371 About the Authors 377 Acknowledgments 379 Index 381