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....

In this article we share our professional experiences in bridging the gap between research and practice. These experiences are discussed from the standpoint of the roles of analyst-consultant and mediator-conciliator. Five research-practice areas are viewed through the lens of the former role: alliance dynamics, issue re-framing, sources of conflict, procedural justice, and turning points. Three areas are discussed from the latter perspective: goals and motivations, cognitive and motivational biases, and relationship development.Each theme is organized...