Executive Summary
This RAND report analyzes why U.S. partners and allies choose non-U.S. suppliers for defense capabilities. It develops a two-phase framework to understand the motivations for acquiring a capability and the factors for selecting a specific supplier. Eight case studies, such as Poland buying from South Korea and the UAE from China, illustrate that cost, delivery speed, technology transfer, and strategic relationships are key drivers. The findings suggest the U.S. should anticipate partner needs and leverage allied industrial bases.
Why It Matters
This document is crucial for defense and geopolitical analysts as it dissects the complex decision-making processes of partner nations when acquiring defense capabilities, particularly when they opt for non-U.S. solutions. Understanding these preferences is vital for shaping U.S. security cooperation and foreign policy strategies.
Key Takeaways
- Partner nations' defense acquisition decisions are driven by a mix of threat perception, operational needs, cost, functionality, availability, and strategic considerations.
- The U.S. must anticipate situations where its solutions may not meet partner needs and support identifying third-party alternatives consistent with U.S. interests.
- Case studies reveal that factors like interoperability, regional alliances, and production licensing significantly influence partner choices beyond just U.S. offerings.
Strategic Relevance
This report provides critical insights into the evolving global defense marketplace and partner nations' procurement strategies. It directly impacts U.S. security cooperation efforts by highlighting the need for a more nuanced approach to Foreign Military Sales (FMS), acknowledging that partners may seek non-U.S. solutions due to various strategic and practical factors. Understanding these dynamics is essential for maintaining alliances and projecting influence.