Selection Criteria in a Collaborative Project - the case of a major European Defence Firm
Résumé
The literature highlighted the benefits of cooperative projects even if these collaborations involve major risks. We consider that the choice of the partner can help maximise the benefits of joint project while reducing the risks. The selection criteria of partners are understudied. We focus on the case of a major European firm in the defence sector where cooperative projects are common. Based on a survey within this firm and among the main players of the partner selection process, the research highlight the criteria mobilised during the negotiation phase, the decision making phase and considered as leading to successful cooperation. While the former focus on the project itself, the latters consider the cooperation more broadly. The project managers are more involved in the negotiation phase than in the decision making phase where it is the case for the top management. The survey tests the impact of the risks perception (of opportunistic behaviour, dependency and skills loss), the existence of previous relationships between the players and the type of the partner on the criteria identified for the negotiation and the decision making phases.