El comportamiento negociador en las adquisiciones no hostiles: ¿ser competitivo o integrativo?

Referencias bibliográficas

• Adler, N.J; Brahm, R.y Graham, J.L. (1992): "Strategy Implementation: A comparison of Face-to-Face Negotiations in the People's Republic of China and the United States", Strategic Management Journal, 13:449-466.
• Angwin, D. (2001): "Mergers and Acquisitions across European Borders: national Perspectives on Preacquisition Due Diligence and the Use of Professional Advisers", Journal of World Business, 36 (1): 32-57.
• BenDaniel, D.J.; Rosenbloom, A.H. (1990): The Handbook of International Mergers & Acquisitions, Prentice Hall, New Jersey.
• Brett, J.M; Okumura, T. (1998): "Inter- and Intracultural Negotiation: U.S. and Japanese Negotiators", Academy of Management Journal, 41(5): 495-510.
• Carnevale, P.J; O'Connor, K.M; McCusker, C. (1993): "Time pressure in negotiation and mediation", en Suenson, O.; Maule, A.J. (Eds), Time pressure and stress in human judgement and decision-making, (117-126). New York.
• Coff, R.W. (1997): "Human assets and management dilemmas: coping with hazards on the
• Coff, R.W. (1999): "How buyers cope with uncertainty when acquiring firms in knowledge intensive industries: caveat emptor", Organization Science, 10(2): 144-161.
• Commons, D. L. (1985): Tender Offer. The sneak attack in corporate takeovers. University of California Press, Berkeley.
• Dolz, C.; Iborra, M. (2005): "La integración en las fusiones y adquisiciones: una perspectiva basada en los recursos", Cuadernos de Economía y Dirección de la Empresa, 24: 5-28.
• Emerson, R.M. (1962): "Power-Dependence Relations", American Sociological Review, 27: 31-41.
• Fang, T; Fridh, C; Schultzberg, S. (2004): "Why did the Telia-Telenor merger fail?", International Business Review, 13(5): 573-594.
• Fisher, R; Ury, W.; Paton, B. (1983): Getting to Yes. Negotiating Agreement Without Giving In, Penguin Book.
• Gates, S ; Very, P. (2003): "Measuring performance during M&A integration", Long Range Planning, 36(2):167-195.
• Ghauri, P.N. (2003): "Introduction" en Ghauri, P.N.; Usunier, J-C (Eds), International Business Negotiation (2nd ed), (3-20), Pergamon: Oxford.
• Graebner, M.E. (2004): "Momentum and Serendipity: how acquired leaders create value in the integration of technology firms", Strategic Management Journal, 25: 751-777.
• Hambrick, D.C; Cannella, A.A. (1993): "Relative Standing: a framework for understanding Departures of Acquired Executives.", Academy of Management Journal, 36(4): 733-762.
• Haspeslagh, P.; Jemison, D. (1991): Managing acquisitions. Creating value through corporate renewal, The Free Press, New York.
• Hunt, J.W. (1990): "Changing Pattern of Acquisition Behaviour in Takeovers and the Consequences for Acquisition Processes", Strategic Management Journal, 11: 69-77.
• Iborra, M. (2000): "La rotación de la alta dirección en los procesos de fusión y adquisición: el caso de la banca privada española 1987-1993", Revista de Trabajo y Seguridad Social, Centro de Estudios Financieros, 208: 153-180.
• Iborra, M. (2002): "El desafío cultural en las estrategias de adquisición, cooperación, e internacionalización", Revista Europea de Dirección y Economía de la Empresa, 11(4):155-172.
• Jansen, S.A. (2002): "Pre-und post merger-integration in cross border transactions: trends, tools, theses and empirical test of old and new economy deals", en Picot, G. (coord.): International handbook of mergers & acquisitions: preparation, interpretation and implementation, Ed. Palvrage McMillan, London: 371-398.
• Jemison, D.B; Sitkin, S.B. (1986): "Corporate acquisitions: A process perspective", Academy of Management Review, 11(1): 145-163.
• Kim, P.H., Pinkley. R.L.; Fragale, A.R. (2005): "Power Dynamics in Negotiation", Academy of Management Review, 30(4): 799-822.
• Kosnick, R.D; Shapiro, D.L. (1997): "Agency conflicts between investment banks and corporate clients in mergers and acquisition transactions: Causes and remedies", Academy of management Executive, 11(1): 7-20.
• Lax, D.A.; Sebenius, J.K. (1986): The manager as negotiator: Bargaining for cooperation and competitive gain, Free Press, New York.
• Mace, N.L.; Montgomery, G.G. (1990): Fusiones y adquisiciones: guía para la compra, venta y fusión de empresas, Oikos-tau, Barcelona
• Mascareñas, J.; Izquierdo, G. (2000): "¿Por qué se compran y se venden las empresas en España?, Instituto de Estudios Económicos, Madrid.
• McCann, J.; Gilkey, R. (1990): Fusiones y adquisiciones de empresas, Ed. Díaz de Santos, Madrid.
• Morosini, P. (1998): Managing cultural differences. Effective strategy and execution across cultures in global corporate alliances. Pergamon, Great Britain.
• Munduate, L. y Medina, F.J. (2005): Gestión del conflicto, Negociación y Mediación, Ed. Pirámide, Madrid.
• Neale, M.A.; Bazerman, M.H. (1992): "Negotiating rationally: The power and impact of the negotiator's frame", Academy of Management Executive, 6(3): 42-51.
• Paruchuri, S.; Nerkar, A; Hambrick, D.C. (2006): "Acquisition integration and productivity losses in the technical core: disruption of inventors in acquired companies", Organization Science, 17(5): 545-562.
• Puranam, P.; Singh, H.; Zollo, M. (2006): "Organizing for innovation: managing the coordination-integration dilemma in technology acquisitions", Academy of Management Journal, 49(2): 263-280.
• Ranft, A.L; Lord, M.D. (2002): "Acquiring New Technologies and Capabilities: a Grounded Model of Acquisition Implementation", Organization Science, 13(4): 420-441.
• Roure, J.B. (1997): Negociación. Resolución de problemas y Creación de valor, Folio, Barcelona.
• Sánchez, J.R. (2005): "Factores básicos para la negociación comercial eficiente: una valoración de las BATNAs", Esic Market, 122: 743-212.
• Saorín, M.C. (2006): "A review of negotiation outcome: A proposal on delimitation and subsequent assessment in joint venture negotiations", Canadian Journal of Administrative Sciences, 23(3): 237-252.
• Saorín, M.C. (2008): "Time pressure in acquisition negotiations: its determinants and effects on negotiation behaviour choice", International Business Review, 17(3), en prensa.
• Schelling, T.C. (1960): The Strategy of conflict, Harvard University Press, Cambridge, M.A.
• Sebenius, J.K. (1998): "Negotiating cross-border acquisitions", Sloan Management Review, 39(2): 27-41.
• Stuhlmacher, A.F; Champagne, M.V. (2000): "The Impact of Time Pressure and Information on Negotiation Process and Decisions", Group Decision and Negotiation, 9: 471-491.
• Teerikangas, S.; Very, P. (2006): "The Culture - Performance Relationship in M&A: fomr Yes/No to How", Birtish Journal of Management, 17: 31-48.
• Tjosvold, D; Morishima, M; Belsheim, J. (1999): "Complaint handling on the shop floor: Cooperative relationships and open-minded strategies", International Journal of Conflict Management, 10 (1): 45-68.
• Weiss, S.E. (1999): "In search of Bridges: The Role of Professional Cultures in International Business Negotiations", Paper, (18-37), Schulich School of Business, York University, Toronto.
• Zeira, Y; Newburry, W. (1999): "Equity International Joint Ventures (EIJVs) and International Acquisitions (IAs): Generic Differences in the pre- and post-Incorporation Stages", Management International Review, 39(4): 323-352.