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Robert is an operating manager for a large organization. Robert s organization will be engaging in a joint venture. He has been assigned the responsibility

Robert is an operating manager for a large organization. Roberts organization will be engaging in a joint venture. He has been assigned the responsibility of overseeing his firms participation in the joint venture. As such, Roberts supervisor has asked him to participate in the negotiation process. Even if Robert is not familiar with the negotiations, his presence at this stage is essential to
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make him feel important and test his capacity to operate in a stressful situation.
communicate Roberts extensive familiarity with his own firm to the joint venture partner.
give the joint venture partner an opportunity to accept or reject Roberts leadership of his firms participation in the partnership.
ensure that the definition and understanding of the alliances goals are clear and consistent

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