Rôles du conseil acheteur dans la négociation d’un transfert externe de PME

Berangere Deschamps and Thierry Lamarque

Revue française de gestion, 2020, vol. N° 286, issue 1, 89-106

Abstract: We aim to contribute to the academic knowledge on business transfers. First we detail the negotiation process. Second we identify counsellors standing near the buyer during this process. Accompaniement needs are related to technical issues (evaluation, finance, legal aspects) and human issues. We show the existence of two ?negotiation tables?: at the main table seller and buyer seat and discuss. The second table meet the advisors constituting the buyer coalition.

Date: 2020
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Working Paper: Rôles du conseil acheteur dans la négociation d’un transfert externe de PME (2020)
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