Built to Sell Radio Ep 501 Mastering the Deal: Andres Lares on Avoiding the Rookie Mistakes That Kill M&A Outcomes
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Jul 4, 2025 In this engaging discussion, Andres Lares, Managing Director of the Shapiro Negotiation Institute and author of "Persuade," shares invaluable insights into mastering negotiations for mergers and acquisitions. He highlights common rookie mistakes that can jeopardize deals and emphasizes the importance of strategic preparation and understanding business valuation. Lares also delves into the psychological aspects of negotiations, the significance of pacing, and effective techniques to navigate earnouts, ensuring sellers maintain control post-sale.
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Negotiation Begins Early
- Negotiations start earlier than most sellers expect, often during casual conversations.
- Early disclosures can negatively influence business valuation by reducing leverage.
List All Potential Buyers
- Prepare by listing all potential buyers in your ecosystem to increase leverage and opportunities.
- Expanding your buyer pool enhances your mindset and strengthens your negotiating position.
Question Early Agreements
- Probe and question the buyer's motives before signing NDAs or LOIs that include no-shop clauses.
- Use AI tools to assist in reviewing legal documents but always follow up with expert advice.
