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.
- Organisational crisis
- Advanced drug delivery
- Advanced drug delivery systems (ADDS)
- Alex Zaffaroni
- Ciba-Geigy, RD0906