Management interculturel : négociations tripartite pour une fusion-acquisitions entre des entreprises américaine, venezuélienne et indienne

The global economic situation shows that companies haven't any evolution prospects because of the market saturation. To lessen the impact of that, companies are obliged to adopt internationalization strategy for staying competitive on their market. Many companies have to go out to their home market for developing their activities. Face to that internationalization phenomenon, a quite number of companies can maintain their position alone without help. If companies are able to extend themselves creating foreigner subsidiary, they very often have to make association with other companies or make a mergers and acquisitions.

However, this internationalization phenomenon isn't easy to manage. Many intercultural factors must be taken into account for prospering.
For understand this phenomenon, we will study the case of a tripartite negotiation with a view to a future merger and acquisition between American, Venezuelan and Indian Companies. This study will permit us to find a solution for that three companies to find an agreement.

In the first part, we will observe the management differences between the 3 type of management and we will propose a negotiation without intercultural strategy. Then, we will make a sum up of the difficulties and we will bring solution thank to an intercultural negotiation strategy.