Mergers and Acquisitions Basics

Preface

Viewing Negotiations as a Team Effort

Negotiating, in essence, is a process in which two or more parties representing different interests attempt to achieve consensus on a particular issue. Although much has been written about alternative negotiating strategies, the process of negotiating mergers and acquisitions (MA) and structuring M&A deals tends to be described from a somewhat narrow point of view—often that of the investment banker, attorney, accountant, or business manager.

Investment bankers provide strategic and tactical advice to clients; screen potential buyers and sellers; often make the initial contact; arrange financing; and provide negotiation support, valuation, and deal-structuring guidance. Typically, attorneys are intimately ...