An environment to support negotiation and contracting in collaborative networks

During the last years, manufacturing and service industries faced a global change in the production paradigm. They have to continuously adapt their operating principles in reaction to new business or collaboration opportunities, where a natural reaction is a shift to a new business paradigm with the creation of strategic alliances for product or services development, but also for innovative and emergent business services design. On one hand, the process of creating such alliances can be rather simple if organizations share the same geographical and cultural context. But on the other hand, considering different conditions, there might be a low success rate in the creation of successful consortia. One known reason for such low rate are the delays resulting from negotiations in the establishment of collaboration commitments, represented by contracts or agreements, which are crucial in the creation of such alliances. The collaborative networks discipline covers the study of networks of organizations specially when supported by computer networks. This thesis contributes with research in this field describing the creation process of virtual organizations, and proposing a negotiation support environment to help participants in the negotiation of the consortia creation process and in the co-design of new business services. A negotiation support environment is therefore proposed and described with its main requirements, adopted negotiation protocol, conceptual architecture, models, and software environment. To demonstrate the feasibility of the implementation of the proposed systems, a proof-ofconcept software prototype was implemented and tested using some specific scenarios. This thesis work has been validated adopting a methodology that includes: (i) validation in the research community; (ii) validation in a solar industry network; and (iii) validation by comparison analysis

Contracts, relationships and innovation in business-to-business exchanges

Purpose: – This paper aims to contrast two approaches to the study of contracts in business and industrial marketing: first, as a legal document in shaping at the outset exchanges and interactions, for instance in projects; and second, as relational norms in becoming integrated into a business relationship through interactions, for instance as a resource. Design/methodology/approach: – The paper draws on cross-case comparison of three projects, as actors develop an engineering service for optimizing the maintenance of large-scale capital equipment by analyzing real-time data from sensors and user records. Comparison is by coding interview and observational data as micro-sequences of interactions among actors. Findings: – Preparing contracts allows a project to commence and is an early form of interaction, intensifying new relationships or cutting into and recasting established ones. Relational norms augment and can supersede the early focus on the contract, thus incorporating incremental innovation and absorbing some uncertainties. Research limitations/implications: – The research approach benefits from detailed comparison and captures some variety across its three cases, but the discussion is limited to theoretical generalization. Practical implications: – The analysis and discussion highlights and focuses on when different approaches to understanding contracting are more apparent across durable business relationships. Transitions from a contractual document to a view of relational norms are subtle, vulnerable and not always made successfully. Originality/value: – This paper’s originality is in it comparison of overlapping approaches to understanding businesses’ uses of contacts in business and industrial marketing, of contract and relational norms. It develops a valuable research proposition, in the transition from a mainly contractual to a mainly relational uses of contracts, thus identifying contract as a particular business resource, to be deployed and embedded

The New Governance and the Tools of Public Action: An Introduction

A fundamental re-thinking is currently underway throughout the world about how to cope with public problems. Stimulated by popular frustrations with the cost and effectiveness of government programs and by a new-found faith in liberal economic theories, serious questions are being raised about the capabilities, and even the motivations, of public-sector institutions. This type of questioning has spread beyond American political discourse to other parts of the world. Underlying much of this reform surge is a set of theories that portrays government agencies as tightly structured hierarchies insulated from market forces and from effective citizen pressure and therefore free to serve the personal and institutional interests of bureaucrats instead. The heart of this revolution has been a fundamental transformation not just in the scope and scale of government action, but in its basic forms. Instead of relying exclusively on government to solve public problems, a host of other actors is being mobilized as well, sometimes are their own initiative but often in complex partnerships with the state

Alliance contractual design

Our purpose in this paper is to provide an overview of what we know about alliance contracts. After a short introduction to the contents of alliance contracts, we start by contrasting alliance contractual form and governance form. Next, we focus on two related constructs: contractual complexity and contractual completeness. We suggest that contractual complexity is a more adequate construct to investigate in the absence of information about the transaction contemplated in the contract. After that, we present the measures of contractual complexity used in past studies. Then, we go over the determinants of contractual complexity by considering their influence on contracting costs and benefits given environmental and behavioral uncertainty. Conclusions and suggestions for research are offered at the end.alliance contracts; collaborative relationships; contractual complexity; strategic alliances; cooperation; joint ventures;

Can’t Buy Me Rights! The Contractual Structure of Asymmetrical Inter-firm Collaborations

The efficient allocation of control rights in inter-firm collaborations is a widely emphasized issue. In this paper, I empirically identify control rights and the allocation of these rights using a unique survey data set on collaborations between biotechnology and pharmaceutical firms. Fifteen control rights are identified to make up the structure of deals with five rights being the items of contention in deal making (ownership of patents, production, further development of the technology, the right to manage the collaboration, and the right to market universally). I find that the assignment of control rights is related to the bargaining position of firms and incentive issues. Hence, goliaths –pharmaceutical incumbents–subrogate critical rights to the new ventures when the final outcome of the project is depending on the venture’s effort

Infrastructure transitions toward sustainability: a complex adaptive systems perspective

To ensure infrastructure assets are procured and maintained by government on behalf of citizens, appropriate policy and institutional architecture is needed, particularly if a fundamental shift to more sustainable infrastructure is the goal. The shift in recent years from competitive and resource-intensive procurement to more collaborative and sustainable approaches to infrastructure governance is considered a major transition in infrastructure procurement systems. In order to better understand this transition in infrastructure procurement arrangements, the concept of emergence from Complex Adaptive Systems (CAS) theory is offered as a key construct. Emergence holds that micro interactions can result in emergent macro order. Applying the concept of emergence to infrastructure procurement, this research examines how interaction of agents in individual projects can result in different industry structural characteristics. The paper concludes that CAS theory, and particularly the concept of ‘emergence’, provides a useful construct to understand infrastructure procurement dynamics and progress towards sustainability

Multi Site Coordination using a Multi-Agent System

A new approach of coordination of decisions in a multi site system is proposed. It is based this approach on a multi-agent concept and on the principle of distributed network of enterprises. For this purpose, each enterprise is defined as autonomous and performs simultaneously at the local and global levels. The basic component of our approach is a so-called Virtual Enterprise Node (VEN), where the enterprise network is represented as a set of tiers (like in a product breakdown structure). Within the network, each partner constitutes a VEN, which is in contact with several customers and suppliers. Exchanges between the VENs ensure the autonomy of decision, and guarantiee the consistency of information and material flows. Only two complementary VEN agents are necessary: one for external interactions, the Negotiator Agent (NA) and one for the planning of internal decisions, the Planner Agent (PA). If supply problems occur in the network, two other agents are defined: the Tier Negotiator Agent (TNA) working at the tier level only and the Supply Chain Mediator Agent (SCMA) working at the level of the enterprise network. These two agents are only active when the perturbation occurs. Otherwise, the VENs process the flow of information alone. With this new approach, managing enterprise network becomes much more transparent and looks like managing a simple enterprise in the network. The use of a Multi-Agent System (MAS) allows physical distribution of the decisional system, and procures a heterarchical organization structure with a decentralized control that guaranties the autonomy of each entity and the flexibility of the network

Towards a collaborative MRP for supply chain coordination

The necessity to increase collaboration in nowadays supply chains is emphasized both by academics and practitioners, but most of the supply chains are still managed through cascades of classical MRP/MRP2 systems. Interviews in the aeronautical sector have shown us the existence of many hidden practices aiming at satisfying local constraints which would be better addressed through collaborative processes. We suggest in this communication to define a "collaborative MRP" which would not only provide a better global performance than purely local planning, but take into account the autonomy of the involved partners which is not always respected by centralized pproaches using APS (Advanced Planning Systems)

Transparency dilemmas, information technology and alliances in agriculture and food industry

alliance, agriculture, food industry