Most acquirers treat valuation as the final word and negotiation as merely the process of agreeing to it. According to Beyond Borders by Dr Uppiliappan Gopalan, that framing misses one of the most valuable levers available in any cross border deal.
Negotiation as Value Creation, Not Just Price Agreement
Skilled negotiation can restructure risk allocation, timing, contingent payments and post closing arrangements in ways that create genuine value beyond the headline price, turning a negotiation from a battle over a single number into a design process for the entire transaction.
Why the Best Deals Are Negotiated, Not Just Priced
A well structured earn out, a carefully allocated warranty, or a thoughtfully sequenced payment schedule can align incentives between buyer and seller long after signing, something a valuation model alone can never achieve.
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