International Business Alliance

This training is intended to be an instrument to help firms of developing countries improve their competitive position and grow domestically and internationally by forming business alliances with foreign partners.


SDG9: Industry, innovation, and infrastructure
SDG17: Partnerships for the goals
SDG 17: Systemic Issues
International business alliances
Business alliance
Business negotiations
joint ventures

The globalization of markets is characterized by an aggressive competitive environment and a development scenario of continuing and accelerated technological innovation and change that can generate disruptions anytime, anywhere. The main players in this context are, on the one hand, the multinational enterprises (MNEs) and their evolving internationalization strategies; and on the other hand, governments and enterprises of developing countries, who aim at technological progress, economic growth and social development by taking advantage of foreign direct investment and other forms of association to MNEs operations such as sub-contracting, original equipment manufacturing (OEM), participation in global supply chains and value chains (GSCs, GVCs), global manufacturing networks (GMNs), joint ventures (JVs) and other kinds of business alliances. This training package will bring an understanding of the strategies and behaviour of multinational companies, of the opportunities available for growth and internationalization in that context, and of how to seize and take advantage of such opportunities to move higher in the supply and value chains.

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Target Audience

SMEs, investment promotion agencies and institutions and policy makers in developing countries

Learning Objectives

At the end of this course, participants will:

  1. Understand the global expansion and entry strategies of multinational enterprises
  2. Be able to characterize the different types of business alliances and their features
  3. Understand the structure, the clauses and the articulation of a joint venture agreement
  4. Gain knowledge on negotiation strategies, and techniques, and related cross-cultural aspects