How to Approach M&A Negotiations

Larry Foreman has been a senior manager at Deloitte for six years and works on strategic alliances, ecosystem formation, and negotiations with third parties. Prior to Deloitte, Foreman spent over twenty years in the M&A world with experience in both acquisitions and divestitures. Under his instruction, this eBook outlines the fundamentals of M&A Negotiation, including key phases in the M&A process, setting the context of a deal, distinguishing legal and business points, adjusting valuation after diligence, and more.

Effective M&A negotiations require seamless alignment with downstream integration planning. Top dealmakers understand that concessions made at the negotiation table directly impact integration success, which is why they incorporate modern integration methodologies into their negotiation strategy. This comprehensive guide reveals how to structure deal terms that facilitate smooth transitions while protecting value—ensuring what's promised during negotiations can be delivered during implementation.

For sellers approaching negotiations, understanding the buyer's perspective provides a critical advantage. This ebook complements exit planning resources for business owners by illuminating how acquirers think, what motivates their decisions, and which negotiation tactics they typically employ. Drawing on Foreman's extensive experience on both sides of the table, you'll discover proven frameworks for maintaining leverage throughout discussions, techniques for resolving impasses, and strategies for securing favorable terms without compromising relationship capital that may be essential post-close.

Download now to master the art of M&A negotiations →

‍