10. Negotiating a Transaction

  1. Les Nemethy

Published Online: 6 DEC 2011

DOI: 10.1002/9781118267837.ch10

Business Exit Planning: Options, Value Enhancement, and Transaction Management for Business Owners

Business Exit Planning: Options, Value Enhancement, and Transaction Management for Business Owners

How to Cite

Nemethy, L. (2011) Negotiating a Transaction, in Business Exit Planning: Options, Value Enhancement, and Transaction Management for Business Owners, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118267837.ch10

Publication History

  1. Published Online: 6 DEC 2011
  2. Published Print: 7 MAR 2011

ISBN Information

Print ISBN: 9780470905319

Online ISBN: 9781118267837

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Keywords:

  • sale and purchase agreement;
  • mergers and acquisitions;
  • negotiating partner;
  • euro-phoenix;
  • representations and warranties

Summary

This chapter contains sections titled:

  • Get to Know Your Negotiating Partner

  • Let Your Negotiating Partner Make the First Offer

  • Concede in Small Increments

  • After Asking a Crucial Question, Hold Your Tongue

  • Every Term of the Deal Also Depends on Every Other Term

  • Be Prepared to Walk Away from the Deal

  • Know Your Best Alternative