Abstract
Senior managers need to define a value-added leadership role for themselves based on a creative and expansive understanding of how the merger affects the corporation. As their integration teams become more proficient and their integration tools and techniques more deeply institutionalized, senior managers’ charge is to resist the emergence of complacency. They must strive for a truly healthy merger. The preceding five chapters on the leadership challenges have provided a view of what this leadership entails — a view grounded in actual leadership experience from many integrations in a diverse set of companies.
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Chapter 7 Mastering the Language of Integration
For a book-length assessment of the perils of misplaced confidence in synergy numbers developed during merger negotiations, see Mark L. Sirower, Synergy Trap: How Companies Lose the Acquisition Game, (New York: The Free Press, 1997).
Most published academic and managerial research on post-acquisition management focuses on this problem. For an early and influential treatment, see Philippe C. Haspeslagh and David B. Jemison, Managing Acquisitions: Creating Value through Corporate Renewal, (New York: Free Press, 1991).
See Matthias Bekier and Michael J. Shelton, ‘Keeping your sales force after the merger’, McKinsey Quarterly, 2002, no. 4: 106–15.
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© 2007 David Fubini, Colin Price and Maurizio Zollo
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Fubini, D., Price, C., Zollo, M. (2007). Mastering the Language of Integration. In: Mergers. INSEAD Business Press. Palgrave Macmillan, London. https://doi.org/10.1057/9780230800755_7
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DOI: https://doi.org/10.1057/9780230800755_7
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-28586-0
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