Who to Trust?

Davis, Avram
August 2009
Mergers & Acquisitions Report;8/31/2009, Vol. 22 Issue 35, p23
The article deals with a research which appeared in the "Academy of Management Journal," which revealed that buyers in mergers and acquisitions (M&A) transactions are more likely to lie than sellers. The research was conducted by Melissa Graebner, a professor at the University of Texas, Austin. In the 80 interviews she conducted with individuals on both the sides of 12 M&A transactions, it has been found that seven of the eight acquiring executives have engaged in "negotiation-related bluffing," including misleading target companies.


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