Knowledge Base

The most comprehensive, easy-to-understand source of information for selling a small to mid-sized business.

Negotiating the Letter of Intent

Negotiating the Letter of Intent

The price and terms you ultimately receive are affected more by how strongly you negotiate the LOI than by how strongly you hammer out the purchase agreement. Let that sink in.

M&A Negotiating Tactic #1 – Honesty

Is it possible to conceal a few warts on your business from buyers during the sales process? If you hide a few material facts that you should have disclosed, does the buyer have recourse if they find out about these facts after the closing?

A Guide to M&A Negotiating Tactics

High-level negotiating skills are not as crucial as you might think. And that’s good news for those of us not named Henry Kissinger, the former U.S. Secretary of State who’s widely considered one of the greatest negotiators in history.