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Successful Acquisitions by David Braun

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CHAPTER 10

NEGOTIATING WITH PROSPECTS

Now that you have completed in-depth evaluations (your strategic assessment), coupled with initial valuations (the financial dimension), you are ready to begin negotiating with the most promising prospects. Your primary goal for negotiations is to have the decision makers in each organization—yours and the prospect’s—come into alignment with the overarching strategy behind the deal. Once both sides are excited about the possibilities of the union, the minutiae can be hammered out. If you always keep the master plan in perspective, the wrangling over the details will be considerably less acrimonious and more productive.

When approaching negotiation for an acquisition, it’s essential to establish the right ...

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