The strategy of stakeholder briefing during merger negotiation in the bank market

Abstract

Purpose

The purpose of this paper is to examine the role of the variable stakeholder briefing in the successful completion of merger negotiations in the Greek banking branch.

Design/methodology/approach

The codification is attempted by means of software, so as to clarify the trends for negotiations in win‐win conditions. Data collected by the negotiation process of two large banking companies.

Findings

The paper concludes that an important factor for the successful outcome of a merger is also the methodology of briefing enacted by the leaders of the banking branch during both the negotiation and merger process.

Originality/value

The two banks follow a different briefing strategy in the issue of stakeholder briefing as well but there is congruency in briefing strategies concerning substantial goals, because both banks develop in a market that modulates tactics of consuming and investing behaviors through forming an “opinion” by the image that the banks give to consumers and investors about their plans.

Citation

Konstantopoulos, N., Sakas, D.P. and Triantafyllopoulos, Y. (2009), "The strategy of stakeholder briefing during merger negotiation in the bank market", Journal of Management Development, Vol. 28 No. 7, pp. 622-632. https://doi.org/10.1108/02621710910972724