Business Partnerships Strategy, Negotiation & Management

What you'll learn

Identify high-fit partners by clarifying goals, mapping value exchange, and building a targeted partner pipeline.
Evaluate partners using practical criteria and Kanter's Eight I's framework to avoid costly mismatches.
Negotiate win-win partnership terms (scope, revenue share, IP, governance, exit plans) with confidence.
Launch and manage partnerships with clear roles, communication cadence, and trust-building routines.
Use KPIs, reviews, and partner health signals to improve performance, scale what works, or exit cleanly.
Leverage tools, data, and co-innovation practices to speed execution and create new customer value.

Requirements

There are no prerequisites for this course

Description

Strategic partnerships are one of the fastest ways to grow—but they're also one of the easiest ways to get wrong. Organizations form thousands of strategic alliances every year, yet many alliances underperform or end early, often because the fundamentals weren't set up correctly—fit, trust, governance, and clear value exchange.
And when a partnership goes sideways, it's rarely because the idea was bad. It's usually because
• The wrong partner was chosen (misalignment on goals, culture, or incentives)
• Roles and expectations were vague ("we'll figure it out as we go")
• The agreement didn't anticipate real-world friction (IP, decision rights, exits, metrics)
• The relationship wasn't actively managed after launch
So how do you build partnerships that actually work—partnerships that create mutual value, stay healthy over time, and deliver measurable business outcomes?
That's exactly what this course is designed to teach.
In this course, you'll learn how to
• Define what a real partnership is (and isn't)—so you don't confuse vendors, integrations, and alliances
• Choose the right partner by clarifying goals, mapping "give/get" value, and assessing true alignment
• Evaluate fit using proven criteria, including Rosabeth Moss Kanter's "Eight I's That Make We"
• Negotiate win-win agreements that cover scope, responsibilities, governance, revenue models, IP, risk, and exit paths
• Build trust and communication systems that prevent small issues from becoming partnership-ending conflicts
• Use tools, data, and innovation practices to collaborate smoothly, accelerate execution, and co-create new value
• Measure partnership performance with the right KPIs and review cadences—then scale, evolve, or exit professionally
You'll also see how these principles play out in a real-world case study (Toyota–Tesla), where complementary strengths created real impact—while culture and strategic direction shaped the partnership's limits.
By the end, you'll have a practical toolkit you can use immediately—whether you're launching a new alliance, managing an existing partner, or proposing partnership strategy to leadership.

Who this course is for

Business development and partnerships managers (or anyone moving into a partnerships role)
Product managers and platform teams building integrations, ecosystems, or strategic alliances
Marketing and growth teams running co-marketing or co-selling partnerships
Sales leaders and account teams working with channel, reseller, or referral partners
Operations and program managers coordinating cross-company initiatives and shared delivery
Startup founders and early leaders who need leverage through partnerships (distribution, tech, credibility)
Corporate leaders who sponsor, approve, or oversee alliances and want better structure + outcomes

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