Negotiation strategies in M&A transactions: principled negotiation and the core concern of role in the Ben & Jerry’s–Unilever acquisition
Roberti, Angelo (A.A. 2024/2025) Negotiation strategies in M&A transactions: principled negotiation and the core concern of role in the Ben & Jerry’s–Unilever acquisition. Tesi di Laurea in Strategic negotiation and conflict management, Luiss Guido Carli, relatore Amgelo Monoriti, pp. 104. [Master's Degree Thesis]
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Abstract/Index
Theoretical foundations of strategic negotiation-the principled negotiation. Negotiation approaches: principled negotiation vs. Positional negotiation. The four principles of principled negotiation. Mergers and acquisitions: economic and strategic aspects. Introduction to M&A: definitions and main types. Strategic motives underlying M&As. The M&A process: Operational steps. Economic valuation of the companies. Main failure scenarios in M&As. Negotiation stage in M&A transactions and the “principled negotiation” as a tool in the Ben & Jerry’s-Unilever acquisition. The negotiation process in M&A. The role of emotions in M&A negotiations. The Ben & Jerry’s–Unilever acquisition.
References
Bibliografia: pp. 99-103.
| Thesis Type: | Master's Degree Thesis |
|---|---|
| Institution: | Luiss Guido Carli |
| Degree Program: | Master's Degree Programs > Master's Degree Program in Strategic Management (LM-77) |
| Chair: | Strategic negotiation and conflict management |
| Thesis Supervisor: | Monoriti, Amgelo |
| Thesis Co-Supervisor: | Gabellini, Rachele |
| Academic Year: | 2024/2025 |
| Session: | Extraordinary |
| Deposited by: | Alessandro Perfetti |
| Date Deposited: | 18 Jun 2026 09:10 |
| Last Modified: | 18 Jun 2026 09:10 |
| URI: | https://tesi.luiss.it/id/eprint/46199 |
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