In transactions:

• → Negotiations may be divisive between neither firm cares about the other's well-being.

• Information sharing is limited to what is needed to close the deal, because divulging more could yield an advantage to the other side.

• Finger pointing, rather than → Creative Problem Solving  , is encouraged.

In an alliance:

• You can't define every detail. No → contract can anticipate what two groups must do to be creative together.

• Success depends on creatively joining the ideas and energies of two firms, sometimes more.

• Though negotiations may be trying, there is an understanding that it is in neither firm's interest to hurt the other.  >>>

• Relationships depend on trust.  >>>