Reconstructing argumentative interactions in M&A offers

Abstract

this paper brings to light the important but insufficiently recognized role played by argumentation in financial activities and, more in particular, in corporate mergers and acquisitions ( m&A). this role shows to be crucial in many phases of the m&A process, in particular in the public offer phase, when corporate managers have to convince shareholders of the expediency of the proposed deal but also need to show the acceptability of the transaction to a wide public of stakeholders (employees, customers, politicians, analysts, investors, regulators, media), involved in the discussions surrounding a deal. the paper intends to show how the pragma-dialectical model of critical discussion ( van eemeren &

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