Negotiation


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Finding a way to get the maximum valuation possible for your business when you're ready to sell is a challenge faced by every business...

How Targeted Should Your Sale Process Be? How Targeted Should Your Sale Process Be? How Targeted Should Your Sale Process Be? How Targeted Should Your Sale Process Be?


How do you determine the right number of buyers to approach? This article will evaluate the spectrum of options to maximum value on a short...

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One of the most common criticisms against investment bankers is the accusation that their only motivation is to get a deal done at all...

Ask an Expert: 5 Questions on Non-Disclosure Agreements (NDAs) Ask an Expert: 5 Questions on Non-Disclosure Agreements (NDAs) Ask an Expert: 5 Questions on Non-Disclosure Agreements (NDAs) Ask an Expert: 5 Questions on Non-Disclosure Agreements (NDAs)


Ever heard of NDAs? If you are looking to sell or buy a business, you may be required to sign one. Learn more about these agreements here...

3 Principles Successful M&A Deals Have in Common 3 Principles Successful M&A Deals Have in Common 3 Principles Successful M&A Deals Have in Common 3 Principles Successful M&A Deals Have in Common


Every deal has its own unique challenges, but just about every successful deal has three key elements in common. Find out what they are...

5 Tall Tales Entrepreneurs Tell to Bolster Business Value 5 Tall Tales Entrepreneurs Tell to Bolster Business Value 5 Tall Tales Entrepreneurs Tell to Bolster Business Value 5 Tall Tales Entrepreneurs Tell to Bolster Business Value


Business owners come up with all kinds of stories to support an unrealistically high value for their business. The problem is, most of...

The #1 Cause of Middle Market M&A Deal Failures The #1 Cause of Middle Market M&A Deal Failures The #1 Cause of Middle Market M&A Deal Failures The #1 Cause of Middle Market M&A Deal Failures


Dave Kauppi, advisor with MidMarket Capital Advisors, Inc., explains how the end of a deal could have been avoided at the beginning with...

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Learn about the advantages and disadvantages of earnouts and how best to structure the terms in order to achieve the goals of both buyer...

Neutralizing the Due Diligence Grind Neutralizing the Due Diligence Grind Neutralizing the Due Diligence Grind Neutralizing the Due Diligence Grind


Initial indications can be tactically inflated to ensure the acquirer gains access to your confidential information after which this price...

Anatomy of a Letter of Intent Anatomy of a Letter of Intent Anatomy of a Letter of Intent Anatomy of a Letter of Intent


At some point in your business career, you will see a letter of intent. Do you know what you should be looking for? Here's everything you...

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Is an earnout right for your business sale? What should a seller be on the lookout for?

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Reps and warranties can be so ambiguous. Are they the 'fine print' of purchase and sale agreements? We've compiled a list of the most used...

Earnouts: The Double-Edged Sword for Sellers Earnouts: The Double-Edged Sword for Sellers Earnouts: The Double-Edged Sword for Sellers Earnouts: The Double-Edged Sword for Sellers


The earnout is an underused, and often misunderstood, part of the business deal structure. Find out when it works... and when it doesn't.

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When selling a business, time is not your friend. Time is the enemy of all deals. In fact, 'time wounds all deals' is an expression that...

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Have you thought about who is going to sell your business? Seems like an easy answer (me), but chances are you aren't the right person to...

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You're riding a company high right now in positive cash flow, so selling is the last thing on your mind. Right? Well, it shouldn't be....

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You might have an idea of what your company is worth, but is it accurate? Buyers may not see the same value in your company that you do....

Podcast: Emotional Intelligence as a Negotiation Tactic, Interview with Chris Voss Podcast: Emotional Intelligence as a Negotiation Tactic, Interview with Chris Voss Podcast: Emotional Intelligence as a Negotiation Tactic, Interview with Chris Voss Podcast: Emotional Intelligence as a Negotiation Tactic, Interview with Chris Voss


Using his years as an FBI hostage negotiator, Chris Voss shares his insights on how to encorporate emotional intelligence into your...

Key Negotiation Tactics for Your M&A Transaction Key Negotiation Tactics for Your M&A Transaction Key Negotiation Tactics for Your M&A Transaction Key Negotiation Tactics for Your M&A Transaction


You've likely run into several negotiating techniques in your time as a business person. When it comes to M&A transactions, however, you...