Contract Negotiations in Western Africa: A Case of Mistaken Identity

Imagine a high-tech environment which is a hive of creativity and collaboration, where people think in terms of platforms and ecosystems, and are asked to provide a rapid response in pursuit of a goal. While a start-up setting in a tech hub will likely come to mind, such a setting is typical of a more traditional (yet advanced) organization – the military.

The global insurance industry is in the process of dramatic transformation. Whereas reinsurance has historically been highly globalized, life and nonlife insurance have traditionally been confined to national markets by legal, tax and regulatory regimes.

This note analyses the key establishment and post-establishment issues to be considered by managers negotiating strategic alliances. The note also explores the roles of commercial and legal representatives and their interaction during alliance negotiations.