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Successor’s Emotions during the Negotiation of External Business Transfers
[Les émotions du repreneur lors des négociations de transfert externe d’entreprise]

Author

Listed:
  • Bérangère Deschamps
  • Thierry Lamarque

    (ALTHEO)

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.

Suggested Citation

  • Bérangère Deschamps & Thierry Lamarque, 2020. "Successor’s Emotions during the Negotiation of External Business Transfers [Les émotions du repreneur lors des négociations de transfert externe d’entreprise]," Post-Print hal-04650106, HAL.
    • Handle: RePEc:hal:journl:hal-04650106
    DOI: 10.4000/fcs.6117
    as

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