Working the table — Negotiation tips for business sellers
Abstract: Deal negotiations may be the single most important — and the most challenging — stage of a transaction. And they can be particularly difficult for first-time sellers. This article talks about how sellers can prepare for possible disagreements, including deciding how they’ll try to resolve conflicts before sitting down at the negotiation table. It discusses how to research a potential buyer and strategies to pursue when negotiations begin. A sidebar notes several concessions that sellers might gain if they’re flexible on price.