Nothing but negotiation

The Gap Partnership

British companies may be required to use negotiation techniques

UK business may no longer be on the defence in the merger and acquisition market.

13 December 2010

A greater number of British companies may find negotiation techniques come in useful over the coming months if the recent revival in the number of merger and acquisition (M&A) deals taking place continues.

Craig Anderson, senior partner for KPMG in Scotland, told the Herald Scotland that the latest analysis shows that UK firms are no longer on the defensive after the recession and have re-entered the M&A market.

He noted that his organisation had been advising enterprises to opt for a hostile bid defence strategy rather than a proactive acquisition plan as they looked to build up cash reserves and pay down debt in the wake of the economic downturn.

However, KPMG revealed that in the second half of 2010, M&A deals by Chinese companies were 38 per cent of British levels, compared to 46 per cent in the first six months.

Last week, an article in the Daily Telegraph observed that BC Partners was the only company left in the bidding for mobile phone retailer Phones 4U and was expected to make an offer for the business at £50 million below the asking price. 

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