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Successful Acquisitions by David Braun

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BE TOUGH AND PROTECT THE RELATIONSHIP

When my clients transition from the “getting-to-know-you” stage into deeper negotiations with their top prospects, I often have to remind them they are not going off to war. It’s understandable that they sometimes think that way, considering the vocabulary that is often employed. After all, we talk about negotiation tactics, taking up positions, and fighting to get what we want in a deal. In reality, any potential deal suffers tremendously when the parties become combative. You can be a tough negotiator and hold the line while protecting your relationship with the prospect. This is particularly important if you are going to continue to work with the seller after the deal is closed. Civility, good humor, and ...

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