The negotiation process in a recent mega merger : the case study of Hewlett-Packard / Compaq

Abstract

This thesis intends to present a detailed analysis of the merger process carried out by Hewlett Packard and Compaq under the scope of the negotiation process. It will address how the parties involved negotiated, and how internal and external negotiations unfolded at the same time. It starts with a description of the different parties involved and each interest at stake. It continues with a detailed explanation about the reasons that these two companies had to merge, the reasons why the Hewlett family opposed the merger, and how the competition was affected. After a chronology of the merger, this research ends with an analysis of the behavior of each party in the negotiation process and from that perspective, what are the lessons learned from this case.