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1、剑桥商务英语高级模拟1READINGPARTONE・Lookatthestatementsbelowandatthefiveextractsfromanarticleabouttherelationshipbetweenstrategicalliancesandorganizationallearning・・Whicharticle(A,B,C，DorE.doeseachstatement1—8referto?・Foreachstatement1—8,markoneletter(A,B，C,DorE・onyourAnswerSheet.
2、・Youwillneedtousesomeoftheselettersmorethanonce・AAlltoooften,manyfirmsproceedintoanalliancerelationshipwithoutsufficientlyplanningand/ornegotiatingthekeyparametersoftherelationship.Definingthelegalframeworkoftheallianceisonlythebeginningofthekindofcomprehensiveplanningth
3、atisneededtoensureaworkablerelationship.Successfulallianceplanninggoesbeyondthepartners1initialagreementonthechoiceofalliancevehicle(e.g.cross-licensing,technologydevelopmentpact,jointventure,equitysharing).BSuccessfulallianceplanningnotonlyincludestheusualdetailsofplant
4、location,costsharing,marketsharegainsandothereconomiccriteria,butalsotheapproachesthatfacilitatecreatingnewknowledgeandothertechnologicalsynergies•Seniormanagementneedstocommunicatethealliance1ssharedgoalswithallkeymiddlemanagersandtechnicalstafftodiscusswaystodevelopawi
5、n-winrelationship.Seniormanagementalsoneedstoconveythemessagethatclosecooperationcouldunintentionallyexposeandleakthefirm1scorecompetenciesinwaysthatcouldultimatelydamagethefirm1slong-termcompetitiveness・Thesesamemanagersandtechnicalstaffneedtoknowattheplanningstagewhich
6、technologies,competenciesorproprietaryprocessesshouldbeprotectedfromexcessivedemandsfromthepartner.cManagersoftenheraldtheconsummationofanallianceagreementasthefinaloutcomeofintensivenegotiationsbetweenthepartners.Formanytypesofstrategicalliances(e•g.technologydevelopmen
7、tpacts,jointventures,consortia),however,thelegalnegotiationsrepresentonlythebeginningofalongseriesofongoing,continuousnegotiationsthatactuallytakeplaceonceallianceoperationscommence•Thefinerdetailsofthealliance1sframeworkentailcontinuousnegotiationswiththepartner.Evenaft
8、erbothpartiesagreetothebroad(andimmediate)goalsandobjectivesoftherelationship,smoothaccommodationofmana
