In this paper, findings from the negotiation literature are tested in the context of mergers. Firms' relative threat capacity, surveillance by constituents, accountability to constituents, and the attractiveness of initial offers are shown to predict management's resistance to mergers in a manner consistent with theories in the negotiation literature. The pattern of predicted two‐way and three‐way interactions support speculations and findings previously reported in the negotiation literature as well. Theoretical and practical implications are discussed.
Sharma, A., Shapiro, D. and Kesner, I. (1991), "TARGETS OF MERGERS: APPLYING A NEGOTIATIONS PERSPECTIVE TO PREDICT DEGREE OF RESISTANCE", International Journal of Conflict Management, Vol. 2 No. 2, pp. 117-138. https://doi.org/10.1108/eb022696Download as .RIS
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