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Strategy of the Successor to Negotiate an External Business Transfer
[La estrategia del adquisidor durante una negociación de compra externa de una empresa]

Author

Listed:
  • Bérangère Deschamps

    (CERAG - Centre d'études et de recherches appliquées à la gestion - UGA - Université Grenoble Alpes)

  • Thierry Lamarque

    (ALTHEO)

Abstract

Le processus de négociation d'une reprise externe d'entreprise est peu traité dans la littérature en entrepreneuriat alors qu'il s'agit d'une étape déterminante pour la réussite du processus repreneurial global. D'un point de vue théorique, cet article montre les stratégies du repreneur à l'oeuvre dans la négociation d'un transfert externe d'entreprise. D'un point de vue managérial, elle ouvre pour le repreneur et son accompagnateur des perspectives de préparation de la négociation. D'un point de vue méthodologique, cette recherche s'appuie sur une grille d'observation participante des négocia-tions in situ qui permet de repérer paroles et langage du corps susceptibles de conduire aux points tournants de la négociation.

Suggested Citation

  • Bérangère Deschamps & Thierry Lamarque, 2021. "Strategy of the Successor to Negotiate an External Business Transfer [La estrategia del adquisidor durante una negociación de compra externa de una empresa]," Post-Print hal-04650131, HAL.
    • Handle: RePEc:hal:journl:hal-04650131
    DOI: 10.7202/1086419ar
    as

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