Introduction

“If you are negotiating, you must do so in a spirit of reconciliation, not from the point of view of issuing ultimatums.” – Nelson Mandela, South African Anti-Apartheid Leader

How important are high-level negotiating skills during the sales process? 

Not as crucial as you might think, at least as they pertain to you as the seller. That’s because you will likely hire an M&A intermediary or investment banker to negotiate on your behalf. But that doesn’t mean you’re entirely off the hook. 

While your advisor will manage the negotiations, it’s you who must provide them with a position of strength from which to negotiate. 

In this chapter, I offer eight tips to help you do just