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TARGETS OF MERGERS APPLYING A NEGOTIATIONS PERSPECTIVE TO PREDICT DEGREE OF RESISTANCE

TARGETS OF MERGERS APPLYING A NEGOTIATIONS PERSPECTIVE TO PREDICT DEGREE OF RESISTANCE 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 twoway and threeway interactions support speculations and findings previously reported in the negotiation literature as well. Theoretical and practical implications are discussed. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Journal of Conflict Management Emerald Publishing

TARGETS OF MERGERS APPLYING A NEGOTIATIONS PERSPECTIVE TO PREDICT DEGREE OF RESISTANCE

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
1044-4068
DOI
10.1108/eb022696
Publisher site
See Article on Publisher Site

Abstract

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 twoway and threeway interactions support speculations and findings previously reported in the negotiation literature as well. Theoretical and practical implications are discussed.

Journal

International Journal of Conflict ManagementEmerald Publishing

Published: Feb 1, 1991

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