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


Series: Financial Institutions and Services
BISAC: BUS027000

This book concentrates on some leading questions in M&A research in last two decades and tries to find explanations concerning cultural issues. It focuses on pre-merger/acquisition issues mainly on negotiation, decision and intercultural due diligence.

The core of this book is the pre-M&A stage in order to throw light on the cultural issues related to negotiation, decision making, and due diligence. Its primary purpose is a finer view of the impact of national, organizational and professional cultures in mergers and acquisitions. The general questions encountered in this book are related to nexus between culture and integration of the two companies, management’s involvement in the cultural due diligence process, national, organizational and professional cultures’ link to negotiation and decision-making process, negotiators’ behavioral patterns, intentions, perceptions and attitudes identified and associated with M&A’s success, managers’ cultural specificity and their management practices.

The aim of this book is to provide a deeper understanding of the cultural differences in negotiation and decision-making. This might help organizations provide better opportunities for cross border M&A across a wide cultural spectrum. With the increase of global mobility, cultural due diligence becomes more and more important. Multi-national corporations might garner a competitive advantage when they understand the importance of cultural due diligence.

M&A professionals may benefit from a deeper understanding of cultural values that affect the perceptions of individuals during negotiation and decision-making by profession across cultures. Multinational companies that do not take into consideration or minimize the importance and the right content of cultural due diligence expose themselves to a higher risk of failure.
The expectation of the author of this book is that the conclusions would help alert M&A scholars and practitioners of the need to thoroughly understand the cultural issues influencing the pre-M&A processes.
(Imprint: Nova)

Table of Contents

Table of Contents



Chapter 1. Introduction

Chapter 2. Mergers and Acquisitions

Chapter 3. Intercultural Issues

Chapter 4. Due Diligence

Chapter 5. Negotiation and Decision-Making

Chapter 6. Research Guidelines

Chapter 7. The Six Dimensions Model of the Pre-M&A Stage

Chapter 8. Perception on the M&A Negotiation Process and Outcome

Chapter 9. Perception on the M&A Decision-Making Process and Outcome

Chapter 10. Perception on the Cultural Due Diligence Content and Outcome

Chapter 11. Conclusions

Chapter 12. References

Chapter 13. Appendix – Research Questionnaire

Chapter 14. List of Abbreviations


“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.” <B>- Hershey H. Friedman, Professor, PhD, Department of Business Management, City University of New York, USA</B>

“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.” <B>- Dr. Huib Wursten, Culture expert, Former co-owner of ITIM International, Associated with the Hofstede Insights Group, Netherlands</B>

“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.” <B>-Włodzimierz Sroka, Associate Professor of Strategic Management, WSB University, Dąbrowa Górnicza, Poland</B>


The intended audience for the book will be managers, M&A and intercultural management scholars and business owners. Improving the alignment or congruence between mergers & acquisitions and cultural contexts yields tangible business benefits. The book can help the senior and middle management to identify the intercultural problems that may confront the M&A process from early stages.
This monograph will be useful for academic researchers, postgraduate students, for MBA/Executive Education and for practitioners.


mergers & acquisition, intercultural management, negotiation, decision, cultural due diligence

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