The strategy of stakeholder briefing during merger negotiation in the bank market

摘要

Purpose - The purpose of this paper is to examine the role of the variable stakeholder briefing in thernsuccessful completion of merger negotiations in the Greek banking branch.rnDesign/methodology/approach - The codification is attempted by means of software, so as tornclarify the trends for negotiations in win-win conditions. Data collected by the negotiation process ofrntwo large banking companies.rnFindings - The paper concludes that an important factor for the successful outcome of a merger isrnalso the methodology of briefing enacted by the leaders of the banking branch during both thernnegotiation and merger process.rnOriginality/value - The two banks follow a different briefing strategy in the issue of stakeholderrnbriefing as well but there is congruency in briefing strategies concerning substantial goals, becausernboth banks develop in a market that modulates tactics of consuming and investing behaviors throughrnforming an "opinion" by the image that the banks give to consumers and investors about their plans.