Successor’s Emotions during the Negotiation of External Business Transfers

Les émotions du repreneur lors des négociations de transfert externe d’entreprise

Bérangère Deschamps () and Thierry Lamarque
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Thierry Lamarque: ALTHEO

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Abstract: The negotiation is the turning point in business transfer's process because either it ends with a legal agreement or to the failure. Negotiating is a space of dialogue with crucial issues for involved actors (seller, take-over's candidate(s), counsellors). Negotiating is the management of emotional tension. This paper studies successor's emotions during the negotiation of external business transfers process. We show which emotions concern the successor and how he has to deal with it to be successful.

Date: 2020-09-13
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Published in Finance Contrôle Stratégie, 2020, 23-3, ⟨10.4000/fcs.6117⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04650106

DOI: 10.4000/fcs.6117

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