碩士 / 國立雲林科技大學 / 企業管理系 / 106 / Negotiation is the power of the game. Either side always improve the "power base" and "power amount", whether integrative or distributive negotiations. In the negotiation phase, our core interests and non-core interests and negotiation issue should be based on the results of the analysis. In addition, we also need think about other questions should be "envisaged" to find a solution.
This study explores the interaction of negotiation power, strategies and results in the process of mergers and acquisitions. Can the less power negotiator leverage the power of the imbalance? Especially in the imbalance power of mergers and acquisitions negotiations, the acquisition of the interaction between the two sides. After studying the negotiation case of Foxconn Acquisition of Sharp, the following results are obtained:
M & A negotiations are the transitions negotiators powers. When the negotiators find themselves at a disadvantage, their demands will try to keep themselves in a stand against. From the merger of Foxconn and Sharp, it can be found that the negotiation is a process in which the disadvantaged in the negotiations are constantly trying to correct the power unequal. Although Sharp has the pressure of money and time at the beginning, compared with the rich power of Foxconn, Sharp seems to be imbalance in power, but because Sharp have: South Korea's Samsung and the United States Qualcomm incorporated and its own brand and excellent technology, so although Sharp in the negotiation was a small broad, but Foxconn for the negotiation information is lack, so even let Sharp successfully convert the rights of unanimous situation.
In asymmetrical negotiation, the weak side reliance on the relevant tactics more. The vulnerable party in the negotiation, although limited in resources, can increase its bargaining chip by adopting an uncooperative attitude, If the weak side can force the strong side cannot use its most favorable resources, they can increase its bargaining chips.
| Identifer | oai:union.ndltd.org:TW/105YUNT0121093 |
| Date | January 2018 |
| Creators | HSIEH, WEI-CHUN, 謝煒駿 |
| Contributors | CHUNG, TSUNG-TING, 鍾從定 |
| Source Sets | National Digital Library of Theses and Dissertations in Taiwan |
| Language | zh-TW |
| Detected Language | English |
| Type | 學位論文 ; thesis |
| Format | 90 |
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