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Chapter 10 Instructor Shan A. Garib, Winter 2013

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Objectives Partner companies may have different needs and objectivesCommunication difficult because of distanceNeed communication plan to communicate goals and priorities b/c of business risk, partners must monitor each other’s performanceMust have a plan to resolve any conflict as well

• How to manage and monitor partnerships• Strategies to motivate partners and conflict resolution

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Monitoring PerformanceMeasurement criteria

◦ Quantitative vs Qualitative performance criteria??

Partnership Communication◦ A communication plan contains:

Objectives Messages Audience Schedule Method

◦ Other plans Documentation plan Shared information plan – Reporting plan –

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Partner DevelopmentPartners must have:

A partner development strategy must have the following stages:

◦ Orientation◦ Training◦ Mentoring◦ Performance Appraisal

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MotivationMotivational strategies:

◦ Provide healthcare for poor◦ Offer larger shares of business for success◦ Provide employee housing◦ Free travel◦ Update offices of partner◦ Invest in local environment◦ Provide childcare facilitates◦ Offer flexible working schedules/ gym/ snacks

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Conflict Resolution

Early recognition of conflicts Type of conflict depends on size of company

◦ Large – ◦ Smaller –

Internal ResolutionThird Party dispute Resolution

◦ Problems with 3rd parties: