`titrebNegotiations in the Case of a Technology Alliance: Explanation of a Surprising Outcome`/titrebBusiness negotiations are an essential part of the equation for any company seeking to form an alliance. However, these negotiations are typically complex and present major risks for the partners to the extent that they determine the future shape of the partnership. They are all the more complicated to manage in that they involve companies that are asymmetrical in terms of power, size and economic and financial clout. The literature reveals that the party with the most bargaining power will succeed in imposing its conditions during negotiations. However, in the pre-merger negotiation process presented in the case described in this article, the weakest firm succeeded in imposing its will on a stronger company by securing a sharing of powers. This case will allow future negotiators to enhance and facilitate business negotiations by placing the emphasis on the importance of social relations between the actors involved in the transaction. Indeed, it would appear that social networks confer a decisive power on small businesses engaged in negotiations with larger firms.