TY  - JOUR
AB  - 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.
VL  - 2
IS  - 2
SN  - 1044-4068
DO  - 10.1108/eb022696
UR  - https://doi.org/10.1108/eb022696
AU  - Sharma Anurag
AU  - Shapiro Debra L.
AU  - Kesner Idalene F.
PY  - 1991
Y1  - 1991/01/01
TI  - TARGETS OF MERGERS: APPLYING A NEGOTIATIONS PERSPECTIVE TO PREDICT DEGREE OF RESISTANCE
T2  - International Journal of Conflict Management
PB  - MCB UP Ltd
SP  - 117
EP  - 138
Y2  - 2024/04/19
ER  -