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The Negotiating Secret Canadian Sellers Miss
Negotiation can determine whether a business owner simply completes a sale or achieves the best possible outcome. This podcast explores BATNA, or Best Alternative to a Negotiated Agreement, and why having credible alternatives is one of the most powerful sources of leverage when selling a Canadian business. It examines how negotiating with a single buyer can quietly weaken a seller's position before serious negotiations even begin.
The discussion compares owner-direct negotiations with advisor-led M&A processes, highlighting the impact of competitive tension, buyer optionality, information…
The skinny
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