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Rôles du conseil acheteur dans la négociation d’un transfert externe de PME

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  • Bérangère Deschamps
  • Thierry Lamarque

Abstract

We aim to contribute to the academic knowledge on business transfers. First we detail the negotiation process. Second we identify counsellors standing near the buyer during this process. Accompaniement needs are related to technical issues (evaluation, finance, legal aspects) and human issues. We show the existence of two ?negotiation tables?: at the main table seller and buyer seat and discuss. The second table meet the advisors constituting the buyer coalition.

Suggested Citation

  • Bérangère Deschamps & Thierry Lamarque, 2020. "Rôles du conseil acheteur dans la négociation d’un transfert externe de PME," Revue française de gestion, Lavoisier, vol. 0(1), pages 89-106.
    • Handle: RePEc:cai:rfglav:rfg_286_0089
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