Lessons from a case study for Greek banking M&A negotiations
Purpose The purpose of this paper is to examine the factor "Staff's beliefs, attitudes and social representations" vis a vis the part it plays during the negotiation process in the effort of the two leaders of the Greek banking branch to merge.Design/methodology/approach The codification is attempted by means of software, so as to clarify the trends for negotiations in win win conditions. Data were collected by the negotiation process of two large banking companies.Findings The paper concludes that the private or public character of each banking organization involved in the negotiation process of aiming at a merger will affect its strategic choices in relation to the role played by human beliefs and professional attitudes during the negotiations. Additionally, the research has pointed out some elements that are explained and justified by the existing circumstances in the particular banking area. The fear of change, the stress, the insecurity and the loss of morale are also pointed out as being signi.