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IACM 2023

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A Turning Points Analysis of Cross-Border Merger and Acquisition Negotiations

Despite the recent increase in Cross-Border Merger and Acquisition (CBMA) activity, research has repeatedly determined that over 70 percent of CBMAs fail to deliver the promised results, with evidence pointing to ineffective negotiation process management as one of the crucial factors explaining CBMA failure. We perform a turning points analysis of nine negotiations between automobile manufacturers. The findings indicate that negotiation outcomes are significantly influenced by substantive and strategic elements internal to the negotiation process. In addition, coalition building is shown to be a critical process leading to successful outcomes in the CBMA negotiations. Implications of the findings for negotiating practice are discussed, including how researcher-practitioner collaborations can be conducted.

Yadvinder Rana
Catholic University of the Sacred Heart, Edinburgh Business School

Daniel Druckman
George Mason University, Macquaire University, and University of Queensland
United States

Jesus Canduela
Edinburgh Business School
United Kingdom


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