The promise and potential pitfalls of cross-border deals
Abstract: Once a rarity, international M&As are becoming more common every day. But cross-border M&As have even more ways to fall apart than do domestic deals. So sellers interested in attracting a foreign buyer and actually completing a deal must address their buyer’s needs and help them overcome cultural hurdles. This article offers suggestions to help accomplish this, while a sidebar discusses how cross-border deals returned with vigor in 2010.