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Phase 2: Joint Alignment

In: Successful Relational Contracting

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  • Sibrecht Diender
  • Bonnie Keith

Abstract

Chapter 4 explores Phase 2 (Joint Alignment) and how to take the next step in your relational contracting journey by moving from internal to joint alignment. Even with strong internal alignment, challenges are inevitable as parties transition to a relational contract together. As in all phases, preparation is essential also in this phase. Company cultures play a pivotal role, particularly if priority differences sow conflict in the relationship. This chapter emphasizes the importance of transparent communication, honesty, and shared values. Here, we underscore the need for sharing clear guardrails and a commitment to transparency to enable joint alignment and overcome traditional transactional mentalities. Three real-life example cases highlight the decisive role of joint alignment in business relationships.

Suggested Citation

  • Sibrecht Diender & Bonnie Keith, 2025. "Phase 2: Joint Alignment," Springer Books, in: Successful Relational Contracting, chapter 4, pages 63-95, Springer.
    • Handle: RePEc:spr:sprchp:978-3-031-91732-5_4
    DOI: 10.1007/978-3-031-91732-5_4
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