Strategy of the Successor to Negotiate an External Business Transfer
The process of negotiation is an understudied topic in academic literature on entrepreneurship. Thus, the negotiation is crucial for a positive issue of the whole business transfer process. Theoreti-cally, this paper focuses on the strategies the successor is able to use during an external business transfer negotiation. Empirically, this study aims successors and advisors to prepare the negotiation phase. Methodologically, this research stands on a in situ participant observation grid. This grid facilitates the observation of behaviors, languages, body signs able to train to turning points in the negotiation.