Negotiating Concessions in M&A Transactions

Posted By: Chris Angelatos and Karen Fisman

Price isn’t everything in a deal negotiation. While maximizing or minimizing price (depending on which side of the table you sit on) can make or break a deal, a shared goal of both parties to an exclusive negotiation is getting the deal done. Both sides need to feel they are getting a good deal for a negotiation to work successfully, and that means concessions should be offered, appreciated, and reciprocated. 

What are the most effective strategies when offering up concessions? We share insights from Harvard Business  Review and get an on-the-ground perspective from M&A lawyer Jillian Swartz,  partner at Allen McDonald Swartz.

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