Understanding cross-border merger and acquisitions

Despite the relevance of the auto industry on the world economy, research on Cross-Border Merger and Acquisition (CBMA) negotiations has not fully explored the causal relationship between the CBMA negotiation process and its outcomes. The current paper investigated nine case studies of cross-border mergers and acquisitions (CBMAs), and partnerships in the automotive industry; the complexity of the cross-border negotiations, involving several players with diverging interests, and the remarkable degree of comparability among the nine cases provide the opportunity to understand which type of precipitants trigger turning points in CBMA negotiations, the relationship between negotiation process and post-merger integration, and the impact of culture on the negotiation process. The final aim of the study is to provide managers with a guide for how to prepare for and navigate complex international business negotiations.