Negotiation Process

Negotiation Process

When a firm prepares for bargaining a deal, it spends a lot of time on legal, political, factual and economic issues but does not give much thought to the negotiation process. When the company begins the deal it has only three things in its mind about the negotiation strategy

• How to begin?
• Where to end?
• The bottom line.

But this approach towards negotiation is very unstructured whereas the negotiation process should be as structured as the other significant processes of M&A.

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