Making negotiations mutual with Barry Nalebuff
Hello Monday with Jessi Hempel
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The Importance of Preparation in a Successful Acquisition
Most acquisitions fail. So when you sell to a big company, you go in understanding that there's a good chance that we can't. We agreed with Coca-Cola in the first hour of our negotiation to this formula. It actually made the negotiations really pretty smooth. Now we had to fight about what was the right market multiple on the sales that we could achieve on our own.
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