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Successful Acquisitions by David Braun

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MAKING THE SELLER COMFORTABLE

Just as you did for your first encounter with the seller, you should let him choose the location for meetings, whether it’s his executive conference room or an off-site venue in his hometown to maintain some secrecy. Allowing sellers to negotiate on their turf is particularly helpful if you are dealing with a not-for-sale company. As the buyer, you are continually coaxing the seller along, convincing him of the benefits of the transaction. If he is in a familiar setting while this is happening, it only benefits your cause.

You can also make the seller more comfortable by holding back the lawyers. Your initial focus in negotiations should be on how the new combined business will function—not on the legal technicalities ...

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