Uncovering Factors Influencing the Cross-border Mergers and Acquisitions Negotiation Activities : A Review of Current Research

The most significant deficiency in the international business negotiation literature is cross- border mergers and acquisitions (M&A) negotiation process research. This study aims to clarify the factors influencing the final consensus of contracts in cross-border M&A. Then, by exchanging the intention of M&As through communication between parties, all conflicts from the negotiation stage until the last M&A agreement were solved during the process. This study uses cultural and behavioral perspectives to explore the factors influencing the final consensus of a contract in cross- border M&A negotiations. It also provides a framework for understanding the important factors at each stage of the negotiation process. This study has practical implications for negotiators and managers.