L'asymétrie du pouvoir dans les alliances stratégiques dyadiques : fondements et perspectives

Abstract

This paper analyzes dyadic strategic alliances in light of power concept. Following an enumeration of power asymmetry foundations in alliances under the theoretical perspective, we show that despite of the ability of dominant party to impose its conditions to the exchange and its strategic choices, this ability is not used when motivation to preserve the relationship in the longterm rather than individual profit maximization in the short term is stronger, when mutual trust is privileged to opportunism and when integrative negotiation, rather than distributive, is adopted. To illustrate this choice empirically, we conducted case studies of Tunisian-French alliances that have supported and enriched the advanced conceptual postulates. (English) [ABSTRACT FROM AUTHOR]