Psychological Attributes of Mergers — Part 2

Abstract

The merger brokers' task is to use his skills so as not to allow superficial attitudinising by the negotiating parties to solidify into rigid postures; because if they do, that is the end of the affair and both parties will leave the negotiating table disenchanted with themselves, with each other and with the merger broker. It is always imperative for both parties engaged in negotiations to help them overcome their lapses or mistakes without loss of face or dignity. This can only be accomplished if there is a trusted intermediary positioned in‐between, and upon whom all plausible and implausible errors and mistakes made by the negotiating parties can be blamed, if necessary.

Citation

Stacey, N.A.H. (1982), "Psychological Attributes of Mergers — Part 2", Industrial Management & Data Systems, Vol. 82 No. 9/10, pp. 22-26. https://doi.org/10.1108/eb057279