Yiannis Triantafyllopoulos

The strategy of stakeholder briefing during merger negotiation in the bank market

Purpose – The purpose of this paper is to examine the role of the variable stakeholder briefing in the successful completion of merger negotiations in the Greek banking branch.Design/methodology/approach – The codification is attempted by means of software, so as to clarify the trends for negotiations in win‐win conditions. Data collected by the negotiation process of two large banking companies.Findings – The paper concludes that an important factor for the successful outcome of a merger is also the methodology of briefing enacted by the leaders of the banking branch during both the negotiation and merger process.Originality/value – The two banks follow a different briefing strategy in the issue of stakeholder briefing as well but there is congruency in briefing strategies concerning substantial goals, because both banks develop in a market that modulates tactics of consuming and investing behaviors through forming an “opinion” by the image that the banks give to consumers and investors about their plans.

The Role of Leadership in High Tech Manufacturing Companies in a Changing Environment

This article aims to examine the role of leadership after a change in the business environment of a company, such as a Merger and Acquisition, in high tech manufacturing companies. Particularly as the number of mergers and acquisitions (M&As) continues to increase and during recession times is one of the most common strategy, more leaders are called upon to to develop their skills an play the most important role for the company strategy. For this purpose both qualitative and quantitative methods are used to examine the effect of leadership after a Merger and Acquisition in some Greek companies that operate in manufacturing business. Findings indicate that in many cases the change that occurs as a result of a merger is imposed on the leaders who have the critical role not only to communicate effectively the company strategy but also to find the correct ways to apply the requested performance management strategies, such as recognition, innovation and others in the new company employees.

The Performance Management after Mergers and Acquisitions in High Technology Manufacturing Business

This article aims to determine the main factors that affect the performance management strategy in high technology manufacturing Greek companies after a merger or an acquisition. For this purpose the article is based not only on the latest literature in performance management strategy, but also to interviews of executive members of manufacturing Greek companies and to the primary results of a quantitative analysis in some Greek companies that operate in manufacturing business and had in the near past a change in their environment due to a merger or acquisition. Findings indicate factors such as leadership, learning, teamwork and recognition as the ones that main affect the performance management of the company.

Lessons from a case study for Greek banking M&A negotiations

Purpose – The purpose of this paper is to examine the factor “Staffs 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...