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IT Architecture in Strategic Alliance Negotiations: A Case
Abstract
In forming strategic alliances managers should consider information technological fit along with other business considerations among partners. The development of IT architecture for the new situation and its use in the negotiation process could potentially be rewarding for all the parties involved. This chapter uses a case study to describe the way in which the development of IT architecture for the proposed alliance between an information and communications technology (ICT) organisation and its partners helped in the negotiation process. A telecommunications organisation (TEL) intended to enter into the retail electricity distribution business in alliance with existing operators in the retail electricity industry so that TEL could improve its market position. An IT architecture for the new market situation was developed, which helped in understanding the future informational requirements and dependence of partners on each other.
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