Acquiring companies while keeping their identities

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Pierre de LAROCHE

Directeur de la région Bretagne Ouest à L’Air Liquide, Chargé de mission Croissance Externe pour la France

Seminar Business life | Friday December 3, 1999

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 ?

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This session was published in issue n°24 of the Journal de l'École de Paris du management, entitled L'individu (moi, je…) .

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