Alza and Ciba-Geigy: Renewing the Collaboration? (B1): Dr Karl Heusler, Head of Global Research, Ciba-Geigy

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.

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 organisations, and then, cross-organisation negotiations.