Latest / Selling Your Canadian Business
Who Controls the Clock Controls the Deal
This podcast explores one of the most overlooked forces in a business sale: time. Research shows that a disproportionate share of negotiation concessions happens during the final stretch, when deadlines, uncertainty, and the psychological investment in closing are at their highest. For Canadian business owners, understanding the deadline effect can reveal how experienced buyers use timing, due diligence, exclusivity, and late-stage conditions to influence negotiations.
The episode examines the difference between owner-direct and advisor-led negotiations, including how manufactured urgency…
The skinny
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