Acquiring companies while keeping their identities

• Pierre de LAROCHE
  Directeur de la région Bretagne Ouest à L'Air Liquide, Chargé de mission Croissance Externe pour la France
  

Summary

When a multinational company enters the service industry as a result of its expansion, it has to identify and acquire companies which are very successful in their own markets. How does one conduct negotiations with these companies without intimidating them but rather encouraging them to share the aspirations of the multinational ? How does one integrate them into the newly-formed group in order to gain the advantages of the merger without losing their strengths ?

Summary translated from French by Rachel MARLIN.

• The entire article was written by Élisabeth BOURGUINAT.

To obtain this article, you can :

• download it for free in French (PDF help) or contact ecopar@paris.ensmp.fr (Reference VA031299).

The entire article appears in French in the Journal de l'École de Paris du management N° 24.