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M&A Negotiation Stage: A Review and Future Research Directions

Advances in Mergers and Acquisitions

ISBN: 978-1-78190-836-5

Publication date: 26 August 2014

Abstract

Despite the number of articles over the past two decades mentioning the importance of the negotiation stage in the M&A process, there has been very limited theoretical development and empirical analysis emphasizing multiple factors critical to M&A negotiations. The purpose of our paper is twofold. First, we provide a review of the extant academic literature on negotiations in the M&A process. Then, drawing on the M&A process perspective and classical negotiation theory, we develop a framework to highlight major components of the M&A negotiation stage examined in existing studies and offer key insights of how this underdeveloped area of study is ripe with opportunities for future theoretical development and empirical research.

Keywords

Citation

Parola, H. and Ellis, K.M. (2014), "M&A Negotiation Stage: A Review and Future Research Directions", Advances in Mergers and Acquisitions (Advances in Mergers and Acquisitions, Vol. 12), Emerald Group Publishing Limited, Leeds, pp. 33-57. https://doi.org/10.1108/S1479-361X(2013)0000012005

Publisher

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Emerald Group Publishing Limited

Copyright © 2013 Emerald Group Publishing Limited