When to Team Up with Your Competition

Harvard Business

A conversation with Yale professor Barry Nalebuff on navigating the best way to collaborate with your competitors. Strategy Negotiations Competition Audio

Why Your Company Should Partner with Rivals

Harvard Business Review

That strategy could be especially effective if the company priced access at the point just below the competitions' 'go/no-go' price for developing similar technology. The thinking behind this axiom began to be challenged in the mid-1990s, with the publication of smart, highly-regarded competitive strategy books, such as Co-opetition by Barry Nalebuff and Adam Brandenburger. There's a flawed belief that your only 'friends' in business are the enemies of your enemy.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

Breaking Up the Retail-Price Confusopoly

Harvard Business Review

Retail pricing evolves into what Scott Adams (of Dilbert fame) has termed a " confusopoly :" rather than compete on price, outlets start to engage in strategies to make price comparisons more difficult. Ran Spiegler (with co-authors) has studied such strategies. Put simply, if you are worried that a rival (such as Amazon) may move to break up the confusion, you will want to respond by changing the frame to counter that strategy.

Breaking Up the Retail-Price Confusopoly

Harvard Business Review

Retail pricing evolves into what Scott Adams (of Dilbert fame) has termed a " confusopoly :" rather than compete on price, outlets start to engage in strategies to make price comparisons more difficult. Ran Spiegler (with co-authors) has studied such strategies. Put simply, if you are worried that a rival (such as Amazon) may move to break up the confusion, you will want to respond by changing the frame to counter that strategy.

Use Co-opetition to Build New Lines of Revenue

Harvard Business Review

Nalebuff have written in their book Co-Opetition , businesses that form co-opetitions become more competitive by cooperating. Collaboration Strategy Examples of high-profile failed business collaborations are everywhere. From the WordPerfect-Novell acquisition that led to bankruptcy, to the misfires of the Target-Neiman holiday experiment, it’s clear that despite the plethora of management literature on how to launch a successful partnership, collaborations often go bust.