Stanford Breakfast Briefing Series March 14, 2007

Steve Steinhilber, Vice President of Strategic Alliances and Corporate Consulting Engineering, Cisco Systems discusses
STATEGIC ALLIANCES: HOW TO NEGOTIATE, INFLUENCE AND DELIVER RESULTS
Whether to beat stiff competition in your market, grow customer satisfaction, pare your bottom line or create effective relationships in your organization, strategic alliances are increasingly vital to success. Yet as many as two-thirds of new alliances fail to live up to expectations. Cisco Systems is widely recognized as a global leader in alliance value creation.
Mr. Steinhilber will share:
* Cisco's framework for identifying promising new alliances and structuring alliance relationships to optimize outcomes,
* Formal and informal mechanisms used to persuade the partner to act for mutual benefit,
* How to overcome the inevitable rough patches, and
* How to ensure alliances stay focused on what matters.

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