The negotiating behavior in the not hostile acquisitions. To be competitive or integrativo?

Abstract

Negotiation processes in acquisitions are a key phase for success. Specifically in non-hostile negotiations, the behaviour with which negotiations are developed, how partners communicate each other and interchange information, will impact the likelihood of achieving a deal as well as the quality and scope of its content. This work analyzes the determinants of negotiation behaviour, as well as its consequences due to its influence on achieving a deal and on the acquisition success