ON TO DEEPER NEGOTIATION
We’ve established here the critical distinctions between evaluation and valuation, and between valuation and price. We’ve also recommended a combination of three valuation methods: discounted cash flow, liquidation value, and completed transaction comparables.
The next chapter is explicitly devoted to negotiating tactics and moving the process forward with your top prospects. You have worked hard to build a relationship based on trust and the vision of a bright new future for two companies. Now, you are preparing to construct a solid deal that will ensure your hard work produces the optimal result: a union of two companies stronger together than they were apart.
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