When it comes to negotiating most business people believe they are good negotiators. Over the many years of participating in M&A negotiations on behalf of Sun Microsystems and Hewlett-Packard, Brian Moriarty has observed that oftentimes highly intelligent business people don't always employ best negotiation practices. In most cases, they could have significantly improved their position by implementing the findings of academics and other experts who have identified the most effective negotiation techniques.

Negotiation isn't innate for most people; it is a skill that can be taught. You can either learn to negotiate effectively through experience, which can become very expensive, or you can learn by studying the findings of negotiation researchers.

In this white paper, Brian covers:

  • Common scenarios that arise when selling your company
  • Choices you have when negotiating the terms of sale
  • How to select your best option, as supported by academic research

If you have plans to negotiate—whether it's for the terms of a potential sale of your company or any other asset—you won't want to miss Brian's presentation on negotiation best practices. 

the white paper




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