BSI Luxembourg ASBL
Château de Wiltz
Dr. LAMARQUE Thierry
Thierry Lamarque holds a DBA in Management Sciences from the iaelyon School of Management and the Business Science Institute (award-winning thesis on company takeover negotiations) and an MBA from ESCP Business School.
He spent the first part of his professional life working for industrial groups in the electrical industry (Schlumberger, ABB, Siemens) where he held management positions before becoming CEO of a small and medium-sized company.
In 2004, he founded ALTHEO, a consulting firm specializing in company takeovers.
His thesis was supervised by Pr. Bérangère Deschamps from Grenoble Alps University.
The negotiation process in outside takeovers of SMEs: The buyer's perspective.
The takeover of SMEs by external individual buyers, coming from outside the company, account for half of such operations in France, and constitutes a major economic challenge across the country in terms of safeguarding employment.
This doctoral work analyzes the negotiation process during external business transfers. It highlights the strategy of the key players, the manifestation of bias and emotions during the exchanges, as well as the role of the advisors and the entourage of the buyer during the various negotiation phases.
Through a better overall knowledge of this process, this study makes it possible to identify the ten key factors of success of the negotiations, and proposes five managerial recommendations for the individual buyers and their advisers.
Keywords: External business transfer, buyer, negotiation, SME.