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Successful Acquisitions by David Braun

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TERMS, TIMING, AND TALENT

Once you have developed your Negotiation Platform and created a comfortable environment for the seller, you can begin to stake out the details of the acquisition. I recommend that this be done in three major areas: terms, timing, and talent. The terms include the type of deal that will take place and the purchase price. Timing refers to the agreed dates for milestones remaining in the acquisition process, such as due diligence and closing. Talent not only entails what happens to the employees in each organization but also other resources such as the facilities and capital equipment. With each of these areas, your predefined acquisition criteria should shape your negotiating objectives. For example, if your criteria included ...

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