The article encompasses problems appearing at the tangent point of two traditional areas of contemporary management theory and practice-commercial negotiations as well as mergers and takeovers of companies. The objective of the article is to present the most important questions in the realm of negotiations in the merger and takeover process making up an important element in complex integrational ventures (transactions). It should be stressed that to date no comprehensive and cohesive model for such negotiations encompassing solutions for all fragmentary problems and capable of serving as a useful tool in economic practice has been developed.
Financed by the National Centre for Research and Development under grant No. SP/I/1/77065/10 by the strategic scientific research and experimental development program:
SYNAT - “Interdisciplinary System for Interactive Scientific and Scientific-Technical Information”.