Negotiating is often referred to as an art form — and, indeed, there are elements of the negotiation process that are based on intuition, emotion and practice. However, there are also aspects of sell-side M&A negotiating that bring it closer to a science. If you study the process in the context of the current business environment and specific geographies and sectors, an abundance of useful insights can be gained.
In the second of our three-part series “Navigating the Modern Deal Process,” we interviewed global dealmakers to better understand the challenges sellers face when negotiating M&A deals. Our survey participants identified a number of issues both in broad categories of transactions and in their specific areas of practice and expertise.