Mergers And Acquisitions For Dummies (2011) - Plot & Excerpts
A Seller constantly jockeys for a higher price, and a Buyer constantly seeks ways to lower the price. Although these opposing points of view may seem to be at never-ending loggerheads, deals can come to fruition if both sides understand how to negotiate. In this chapter I introduce you to some of the lessons and tricks I’ve observed from doing deals. This isn’t your father’s negotiating book! Keys to Negotiating Success Negotiating doesn’t only happen during a tidily defined portion of the M&A process. Negotiations occur throughout the entire process, and M&A deal-makers should constantly remember that reality. Successful deal-making can be in the cards for you if you take a look at some key truths I’ve discovered from doing deals. Know your position As I note throughout the book, M&A deal-making is a lot like playing poker. For example, knowing whether you have a weak or strong hand is important because your hand’s strength helps dictate how you negotiate the deal.
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