[email protected]
(800) 239-5085
Schedule a Demo
  • Home
  • About
    • Who We Are
    • Our Story
    • Our Team
    • Testimonials
    • Schedule a Call
  • Features
    • Industry Websites
    • Professional Content
    • Digital Marketing
    • Lead Capture Tools
    • Sales CRM
    • Deal Management
    • Integrated Workflows
    • Listing Promotion
    • Branding & Design
  • Resources
  • Media Kit
  • Contact Us
  • Home
  • About
    • Who We Are
    • Our Story
    • Our Team
    • Testimonials
    • Schedule a Call
  • Features
    • Industry Websites
    • Professional Content
    • Digital Marketing
    • Lead Capture Tools
    • Sales CRM
    • Deal Management
    • Integrated Workflows
    • Listing Promotion
    • Branding & Design
  • Resources
  • Media Kit
  • Contact Us
  • Home
  • About
    • Who We Are
    • Our Story
    • Our Team
    • Testimonials
    • Schedule a Call
  • Features
    • Industry Websites
    • Professional Content
    • Digital Marketing
    • Lead Capture Tools
    • Sales CRM
    • Deal Management
    • Integrated Workflows
    • Listing Promotion
    • Branding & Design
  • Resources
  • Media Kit
  • Contact Us
  • Home
  • About
    • Who We Are
    • Our Story
    • Our Team
    • Testimonials
    • Schedule a Call
  • Features
    • Industry Websites
    • Professional Content
    • Digital Marketing
    • Lead Capture Tools
    • Sales CRM
    • Deal Management
    • Integrated Workflows
    • Listing Promotion
    • Branding & Design
  • Resources
  • Media Kit
  • Contact Us
Blog
Home Buyer Articles The Three Ways to Negotiate
Buyer ArticlesSeller Articles

The Three Ways to Negotiate

Deal Studio April 20, 2016 0 Comments
Business People Meeting Discussion Agreement Negotiation Concept

Basically, there are three major negotiation methods.

1. Take it or leave it. A buyer makes an offer or a seller makes a counter-offer – both sides can let the “chips fall where they may.”

2. Split the difference. The buyer and seller, one or the other, or both, decide to split the difference between what the buyer is willing to offer and what the seller is willing to accept. A real oversimplification, but often used.

3. This for that. Both buyer and seller have to find out what is important to each.  So many of these important areas are non-monetary and involve personal things such as allowing the owner’s son to continue employment with the firm.  The buyer may want to move the business.

There is an old adage that advises, “Never negotiate your own deal!”

The first thing both sides have to decide on is who will represent them.  Will they have their attorney, their intermediary or will they go it alone?  Intermediaries are a good choice for a seller.  They have done it before, are good advocates for their side and they understand the company and the seller.

How do the parties get together in a win-win negotiation?  The first step is for both sides to work with their advisors to settle on the price and deal structure positions.  Both sides should be able to present their side of these issues.  Which is more important – price or terms, or non-monetary items?

Information is vital to a buyer.  Buyers should keep in mind that the seller knows more about the business than he or she does.  Both buyer and seller need to anticipate what is important to the other and keep that in mind when discussing the deal.  Buyer and seller should do due diligence on each other. Both buyer and seller must be able to walk away from a deal that is just not going to work.

Bob Woolf, the famous sports agent said in his book, Friendly Persuasion: My Life as a Negotiator, “I never think of negotiating against anyone.  I work with people to come to an agreement.  Deals are put together.”

Rawpixel.com/BigStock.com

Copyright: Business Brokerage Press, Inc.

24
2760 Views
Due Diligence -- Do It Now!PrevDue Diligence -- Do It Now!April 15, 2016
Personal Goodwill: Who Owns It?May 2, 2016Personal Goodwill: Who Owns It?Next

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

Recent Posts
  • Maximizing Your Time by Rating Buyer Seriousness January 20, 2021
  • Ownership Transition Survey Results on feedback and answers from family-owned businesses January 7, 2021
  • The Importance of Owner Flexibility December 16, 2020
  • Getting the Most Out of Confidentiality Agreements December 9, 2020
  • How to Optimize Your Chances of Selling Your Business December 2, 2020
Categories
  • Blog 22
  • Buyer Articles 77
  • Buyer FAQ 15
  • Buying a Business 35
  • Content 1
  • Financing the Deal 7
  • General Business Brokerage 9
  • Marketing 6
  • Marketing for Business Brokers 1
  • Promotion 1
  • Seller Articles 219
  • Seller FAQ 35
  • Selling a Business 201
  • Uncategorized 3
  • Using a Professional 6
  • Valuation 15
  • Workflows 1

Automate, accelerate and elevate your deal making
Email [email protected]
Phone (800) 239-5085
Request Media Kit
Features
» Industry Websites
» Professional Content
» Digital Marketing
» Lead Capture Tools
» Sales CRM
» Deal Management
» Integrated Workflows
» Listing Promotion
» Branding & Design
Recent News
  • Maximizing Your Time by Rating Buyer Seriousness
    January 20, 2021
  • Ownership Transition Survey Results on feedback and answers from family-owned businesses
    January 7, 2021
  • The Importance of Owner Flexibility
    December 16, 2020
Newsletter

    Terms of use | Privacy Policy

    © Copyright 2019 Business Brokerage Press, Inc. All Rights Reserved.