Getting the price right
Abstract
Increasingly, companies see mergers and acquisitions as a strategic tool and expect to benefit from synergies – improvements in competitiveness, customer value, or product innovation – that can be achieved by integrating two entities. This added complexity means executives have a more difficult task trying to identify, value, and negotiate closure on attractive deals. Also, as investment banks pitch deals more aggressively, executives fear being trumped by competitors and thus feel more pressured to act. To improve the chances of success in merger and acquisition efforts, the authors offer suggestions for screening potential candidates strategically, setting the “right” price, and negotiating preemptively to outrun competitors.
Keywords
Citation
Gadiesh, O., Haas, D. and Cullinan, G. (2001), "Getting the price right", Strategy & Leadership, Vol. 29 No. 4, pp. 27-31. https://doi.org/10.1108/10878570110400152
Publisher
:MCB UP Ltd
Copyright © 2001, MCB UP Limited