September 2018
Beginner to intermediate
368 pages
9h 12m
English
Content preview from Mergers & Acquisitions For Dummies
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Chapter 11
An Insider’s Guide to M&A Negotiating
IN THIS CHAPTER
Preparing yourself to negotiate
Knowing which negotiation techniques to use and avoid
Staying on track when the negotiation falters
Negotiating is the name of the game. 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 ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.