3 ECTS credits
75 u studietijd

Aanbieding 1 met studiegidsnummer 8020288GNR voor alle studenten in het 1e semester met een inleidend niveau.

1e semester
Inschrijving onder examencontract
Niet mogelijk
Beoordeling (0 tot 20)
2e zittijd mogelijk
Faculteit Economische & Sociale Wetensch & SBS
Verantwoordelijke vakgroep
ES Academische eenheid
Decaan ES (titularis)
Onderdelen en contacturen
15 contacturen Hoorcollege



A good understanding of how enterprises operate cross-border and how they proceed in establishing alliances gives policy makers a valuable background for leveraging technology development and attracting foreign investments in their countries.


The course’s unique feature is its practical approach and framework directly useable for (future) entrepreneurs to create successful strategic alliances and joint ventures. All the steps are explained in detail and illustrated with examples, from the early stage through the pre-negotiation stage to the tactics and techniques of negotiating the deal, with particular attention to the human factor.


Part I: Business development in international context

  • Globalisation and market entry strategies
  • Drivers of changing strategies and implications
  • Development openings for countries


Part II: Creating strategic alliances and joint ventures

  • Introduction: definitions; forms of alliances; key drivers for creation; required skills; critical success factors; process overview
  • Organisation strategy: value creation; internal and external analysis; mission and vision; gap analysis; strategy definition
  • Partner selection: the ideal partner profile; from long list to short list; screening and fit analysis; analysis of potential profits and risks; preparation for cultural differences; preliminary contacts; non-disclosure agreement, memorandum of understanding
  • Implementation process: executive management and team considerations in international context; planning; equilibrium rule; negotiation process: economic dependencies, autonomy, control, governance, organisation; partnership agreement
  • Managing the alliance: evaluation criteria; follow-up requirements; coping with changes in strategy
Digitaal cursusmateriaal (Vereist) : Powerpoint-syllabus, checklists and contract examples
Bijkomende info

Study material


Before the start of the lecture a Powerpoint-syllabus, checklists and contract examples will be handed over to the students.


General Competences

Learning objectives


What drives multinational (MNE’s) as well as medium and small enterprises (SME’s) to build various kinds of international alliances? What are the enabling factors and what are the barriers encountered? But above all, how does an enterprise succeed in establishing a successful alliance? This course offers a practical framework for creating international alliances, hands practical tips and discusses the classic pitfalls. Beyond mere theory, this course is especially relevant to (future) entrepreneurs wanting to strengthen their growth through the creation of alliances.


By the end of the course, the participants should be able to:

  • use a framework for designing, structuring and managing international alliances
  • understand strategies and structures of alliances
  • master the process of creating international alliances
  • avoid the pitfalls, know the success factors


De beoordeling bestaat uit volgende opdrachtcategorieën:
Examen Schriftelijk bepaalt 100% van het eindcijfer

Binnen de categorie Examen Schriftelijk dient men volgende opdrachten af te werken:

  • Written Exam met een wegingsfactor 100 en aldus 100% van het totale eindcijfer.

Aanvullende info mbt evaluatie


Toegestane onvoldoende
Kijk in het aanvullend OER van je faculteit na of een toegestane onvoldoende mogelijk is voor dit opleidingsonderdeel.

Academische context

Deze aanbieding maakt deel uit van de volgende studieplannen:
Postgraduate Certificate International Trade and Investment: Standaard traject (enkel aangeboden in het Engels)
Postgraduate Certificate Flagship Programme in Economic Diplomacy and International Business: Standaard traject (enkel aangeboden in het Engels)