Negotiation and Decision Making In Mergers and Acquisitions. Intercultural Due Diligence

“Effective leaders must know how to negotiate. This intriguing book by Dr. Iulian Warter is a must read for any executive involved in negotiating mergers or acquisitions.” – Hershey H. Friedman, Professor, PhD, Department of Business Management, City University of New York, USA

“The need to be precise about what defines a merger and what an acquisition is comes back in this book about pre-merger/acquisition aspects, especially on negotiation, decision and intercultural due diligence. The book provides research evidence enabling and deepening the understanding of the impact of cultural differences on M&A with emphasis on pre-M&A stage. Additionally, this study makes a contribution to the field of intercultural issues in M&A by integrating research on national, organizational, and professional culture into a theory of cultural due diligence content and outcome. I am grateful that one of the conclusions of the book is: “In the area of intercultural management, the findings from this book indicate that the Culture Clusters is a very useful and powerful tool and it deserves further investigation.” – Dr. Huib Wursten, Culture expert, Former co-owner of ITIM International, Associated with the Hofstede Insights Group, Netherlands

“New transactions are announced very frequently in all the sectors of the economy, though the majority of them fail. Due diligence, including intercultural due diligence, is treated as one of the most important tasks to be done by the parties involved. This monograph analyses, in detail, negotiation and decision making in mergers and acquisitions with special attention to intercultural due diligence. Its author is an experienced expert in the field, and therefore, the monograph is characterized by a high application value and should be designed for a wide group of recipients, including scholars, managers, and students of management science.” –Włodzimierz Sroka, Associate Professor of Strategic Management, WSB University, Dąbrowa Górnicza, Poland