Negotiation strategy

Duncan N. Angwin

Chapter 111 in Elgar Encyclopedia of Mergers and Acquisitions, 2026, pp 299-301 from Edward Elgar Publishing

Abstract: This chapter outlines the complexities of M&A negotiations. It emphasises the importance of due diligence, strategic planning, emotional resilience, flexibility and trust building. It also discusses the significance of achieving win-win outcomes through creative negotiation and contingency planning.

Keywords: Negotiation process; Emotional resilience; Letter of Intent; Due Diligence; Price; Capabilities; Hypothesis testing; Risk; Synergy benefits (search for similar items in EconPapers)
Date: 2026
ISBN: 9781800880856
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