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Contents

How to Manage Alliances Strategically

Taking a Strategic Approach

Improving Alliance Management

Negotiating With Liars

The Morality and Legality of Lying

Not All Deceptions Are Lies

Can We Detect Lies?

Concerns Over Lie Detection Technologies

Protecting Against Deception

Negotiating Cross-Border Acquisitions

Lessons from the Tréfimétaux Deal

Lessons from the Kabelmetal AG Deal

Creating More Accurate Acquisition Valuations

Not All Acquisitions Are Go/No-Go Decisions

Why Managers Value Deals Too Highly

Why Managers Undervalue Deals

Taking a Broader View

The Art of Managing Complex Collaborations

Bringing the Group Together

Critical Mechanisms

Rewriting the Playbook for Corporate Partnerships

A New Framework for ...

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