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Mergers and Acquisitions from A to Z, 3rd Edition by Andrew J. SHERMAN

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CHAPTER 11

Keeping M&A Deals on Track:Managing the Deal Killers

Deal killers. We have all seen them and had to manage through them. They come in all shapes, sizes, and varieties, with different reasons, justifications, and rationalizations. They can emanate from the buyer, the seller, or any number of third parties, such as lenders, investors, key customers or suppliers, professional advisors—or all of the above. Some deal killers are legitimate for deals that deserve to die, and some are emotional, financial, or strategic in nature. They can be very costly to all parties to the transaction, especially when significant costs have already been incurred, and for certain advisors and investment bankers, they mean not getting paid. Clearly, deal ...

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