文章基本信息

标题：El comportamiento negociador en las adquisiciones no hostiles: ¿ser competitivo o integrativo?
本地全文：下载
作者：Carmen Saorín Iborra ; María Iborra Juan
期刊名称：Universia Business Review
印刷版ISSN：1698-5117
出版年度：2008
卷号：3
期号：18
出版社：Universia Business Review
摘要：Negotiation processes in acquisitions are a key phase for success. Specifically in non-hostile negotiations, the behaviour with which negotiations are developed, how partners communicate each other and interchange information, will impact the likelihood of achieving a deal as well as the quality and scope of its content. This work analyzes the determinants of negotiation behaviour, as well as its consequences due to its influence on achieving a deal and on the acquisition success
其他摘要：Negotiation processes in acquisitions are a key phase for success. Specifically in non-hostile negotiations, the behaviour with which negotiations are developed, how partners communicate each other and interchange information, will impact the likelihood of achieving a deal as well as the quality and scope of its content. This work analyzes the determinants of negotiation behaviour, as well as its consequences due to its influence on achieving a deal and on the acquisition success