Alza and Ciba-Geigy: Renewing the Collaboration? (B2): Dr Gaudenz Staehelin, Head of the Pharma Division, Ciba-Geigy

Published 10 Jan 2006
Reference 5570
Topic Strategy
Industry Pharmaceuticals
Region Global
Length 2 page(s)
Language English

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.

Teaching objectives

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.

  • Pharmaceutical
  • Alliance
  • Organisational crisis
  • Transdermal
  • Advanced drug delivery
  • Advanced drug delivery systems (ADDS)
  • Alex Zaffaroni
  • Ciba-Geigy
  • RD0906
  • AR2006
  • AR0607