A Turning Points analysis of Cross-Border Merger and Acquisition Negotiations

Yadvinder Rana, Daniel Druckman, Jesus Canduela

Research output: Contribution to journalArticlepeer-review

2 Citations (Scopus)
282 Downloads (Pure)


Despite the recent increase in Cross-Border Merger and Acquisition (CBMA) activity, research has repeatedly determined that over 70 percent of CBMAs fail to deliver the promised results, with evidence pointing to ineffective negotiation process management as one of the crucial factors explaining CBMA failure. We perform a turning points analysis of nine negotiations between automobile manufacturers. The findings indicate that negotiation outcomes are significantly influenced by substantive and strategic elements internal to the negotiation process. In addition, coalition building is shown to be a critical process leading to successful outcomes in the CBMA negotiations. Implications of the findings for negotiating practice are discussed, including how researcher-practitioner collaborations can be conducted.
Original languageEnglish
JournalNegotiation and Conflict Management Research
Issue number3
Publication statusPublished - 6 Apr 2022


  • Coalition building
  • internal precipitants
  • merger and acquisition negotiations
  • researcher-practitioner collaboration
  • turning points

ASJC Scopus subject areas

  • Communication
  • Strategy and Management


Dive into the research topics of 'A Turning Points analysis of Cross-Border Merger and Acquisition Negotiations'. Together they form a unique fingerprint.

Cite this