A Turning Points analysis of Cross-Border Merger and Acquisition Negotiations

Yadvinder S. Rana, Daniel Druckman & Jesus Canduela
Despite the recent increase in Cross-Border Merger and Acquisition (CBMA) activity, research has repeatedly determined that over 70 percent of CBMAs fail to deliver the promised results, with evidence pointing to ineffective negotiation process management as one of the crucial factors explaining CBMA failure. We perform a turning points analysis of nine negotiations between automobile manufacturers. The findings indicate that negotiation outcomes are significantly influenced by substantive and strategic elements internal to the negotiation process....

Registration Year

  • 2022
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Resource Types

  • Journal Article
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Affiliations

  • University of Queensland
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  • Macquarie University
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  • George Mason University
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  • Catholic University of the Sacred Heart
    1
  • Heriot-Watt University
    1