Publication

An innovative approach to negotiating alliances

In this article we describe the innovative and collaborative approach to negotiating IT sourcing alliances developed by BP, PA Consulting, and Boston University. At its core, this approach views negotiation as a process of creating and codifying knowledge. The approach facilitates the creation of common knowledge, from which a common language and understanding emerges for subsequent codification. Additional keynotes of the approach include constant awareness that negotiation, though just one stage of a relationship, is key to the success of a relationship. Negotiators also need to recognize that every relationship consists of multiple relationships, each of which has to succeed if the relationship as a whole is to be functional.