Getting Beyond Culture Clashes: A Process Model of Post-Merger Order Negotiation

Cultural, social, and psychological perspectives on mergers assume conflict to be an important mediator of post-merger outcomes. Yet, despite a growing literature on the human side of mergers, conflict in mergers remains poorly understood. Based on the disputing perspective and negotiated order theory, a contextual and dynamic approach is presented along with propositions to guide future empirical research in the form of a process model of post-merger order negotiation. When negotiating the post-merger order, different issues emerge that are embedded in the broader context of the merger. Adopting this theoretical framework allows us to understand the intergroup dynamics and antagonistic behavior observed in mergers.