Selling your business is more than just a financial transaction, it involves understanding, strategy, and above all, negotiation. The sale of a business is not one negotiation, but a series of negotiations - from negotiating the Memorandum of Understanding or term sheet to the final Sale and Purchase Agreement and closing. There are often unexpected negotiations as well, such as a currency exchange fluctuation or loss of a contract, which changes the value of the company. Negotiation is therefore one of the key competencies required for anyone selling a company, particularly for M&A professionals. By practicing basic negotiation techniques, you lower the risk of “leaving money on the table.”
Numerous strategies exist for negotiating a deal. These strategies encompass adjustments to pricing, alterations in the deal's structure, and the inclusion or exclusion of supplementary assets.