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The strategy of stakeholder briefing during merger negotiation in the bank market

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Purpose ‐ The purpose of this paper is to examine the role of the variable stakeholder briefing in the successful completion of merger negotiations in the Greek banking branch. Design/methodology/approach ‐ The codification is attempted by means of software, so as to clarify the trends for negotiations in win-win conditions. Data collected by the negotiation process of two large banking companies. Findings ‐ The paper concludes that an important factor for the successful outcome of a merger is also the methodology of briefing enacted by the leaders of the banking branch during both the negotiation and merger process. Originality/value ‐ The two banks follow a different briefing strategy in the issue of stakeholder briefing as well but there is congruency in briefing strategies concerning substantial goals, because both banks develop in a market that modulates tactics of consuming and investing behaviors through forming an "opinion" by the image that the banks give to consumers and investors about their plans.
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Keywords: Acquisitions and mergers; Banking; Computer software; Greece; Negotiating; Stakeholder analysis

Document Type: Research Article

Publication date: 17 July 2009

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