Head off acquisition anxiety — and get your deal done

Description

Abstract: Owners may have to clear some big psychological hurdles when selling the company they built. But it’s important not to let such qualms upset negotiations or the deal’s final steps. By acknowledging and preparing for potential triggers, owners will be able to handle last-minute jitters that could otherwise derail the transaction. This article offers several steps to maintain a cool head. But a sidebar warns that premerger jitters are sometimes justified.