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Successful Acquisitions by David Braun

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SMART BARGAINING

Putting together the right equation to persuade the owner to sell normally requires extensive bargaining. I always tell my clients never to bargain “in series” but rather to negotiate “in parallel.” In other words, gather all the points of contention and settle them together. Many negotiators want to successively argue each minute point—first a car lease for the owner’s son, then dental insurance for the owner’s family, then donations to local civic causes, and so forth. They end up trying to bleed the other side to death by fighting on each and every item regardless of its importance. It has been my experience that negotiations most often succeed when issues are put directly on the table all at once.

I cannot overemphasize the ...

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