The Art of Negotiating the Buyer and Seller in a Deal

As a broker or intermediary in a transaction the goal is to really understand what gets a deal done.

Sometimes that’s easier than others because it’s more about the deal and the numbers.

Other times it’s much harder because it’s about personality and a persons inner desires and psyche.

When selling a Business is more about the money or buying a Business is more about what’s the multiple and a specific industry, it can become very complicated very quickly.

You would think it’s about the deal and it either makes sense or it doesn’t. Generally speaking, you would think a buyer doesn’t express interest in a business if he didn’t want to buy a business and he wouldn’t express interest in that business if he didn’t want to purchase that business. And he or she definitely wouldn’t move forward with an offer or LOI unless they really wanted it. Equally, a seller wouldn’t want to sell if they weren’t completely intent on exiting and if the right price came along they’d do it in a heart beat.

Well, that can change really fast. Forget market factors for a second which obviously can change a deal. We are talking about psychology when nothing else changes about the business or the market.

A seller can get emotionally attached to the business midway through and not want to let go. They fight fears of what their life might look like around the corner. So even if they get their price or an attractive deal. Now they are internally combatting what’s next.

That could lead to all types of behavior such as playing hard ball. It might be about price. But In reality they might just be scared of what to do next.

The buyer, also, might be hiding intentions or looking for something particular he is not transparent with.

It’s all about translating what the buyer is saying and the seller is saying.

Its’ not just copy and paste what each party says.

It’s about interpreting where the deal is.

And then delivering the right message in the eyes of the buyer or in the eye of the seller based on what each person wants and says.

That’s the art of the deal.

You have to go into the psyche of the person who says what they say and then understand how to convey each message properly.

Sometimes you have to push back on the buyer before relaying to the seller, if you have good reason to with an unreasonable ask that you know in advance the other side will not accept.

Sometimes you have to push back on the seller before relaying to the buyer, if you have good reason to with an unreasonable ask that you know in advance the other side will not accept.

Sometimes you have to get the buyer to come up a little even though the seller wants you to come up a lot. This is not in a simplistic way always. Sometimes the seller counters at $3 million more and your job is to get the buyer up. And if you present $3 million more they just say no.

So how do you keep the deal in play while getting a message across?

This is the art of the deal.

If you want to work together on a deal, we would love to get the opportunity to represent you and see how we can help you. Reach out to us through phone or email.

Phone – (800) 773-1523

Email – acquisitions@Jarbly.com

Leader in Acquisitions with Expertise in Representing Sellers & Buyers on Deals

Jarbly is a leader in acquisitions with expertise in helping with listings, negotiations, LOI's, asset purchases, company purchases, and real estate purchases. JARBLY has access to high net worth individuals if you are on the sell-side and businesses that may be of interest to you if you are on the buy-side.

Contact Us

Phone: (800) 773-1523
Email: acquisitions@jarbly.com

About Jarbly

JARBLY’s focus is on acquisitions, predominantly businesses with valuable assets and cash flow. As JARBLY has been heavily involved in the digital space including its own ventures for a decade with servicing hundreds of clients around the world, it is very well versed with understanding technical aspects of a deal including value proposition, product offerings, marketing, metrics, ROI, moats, and value-add initiatives. JARBLY has the ability to take advantage of all aspects of a business deal, and is very creative with structure to help bring in partners or plan a strategic exit. JARBLY has helped brands cultivate business related and real estate opportunities that are ripe for acquisition by helping buyers and sellers get what they are seeking from a deal.

Whether it comes to selling your business, acquiring one or forging a partnership opportunity, we understand deals and where the maximal value in a transaction is. Our bread and butter is to provide a win for our clients. We have the unique and uncanny ability to leverage our network and our sources of distribution to go out to the public to position your assets for a maximum sale. We draft and prepare materials such as prospectuses, Confidential Information Memorandums, and high quality Value Proposition Decks which convey a message of value to attract high quality offers in the shortest time possible.

JARBLY looks forward to working with you on your next acquisition, digital exit, partnership, or real estate opportunity including both commercial and high end residential properties with high end service from a qualified team of passionate individuals that help you secure the deal.

We know how to curate high quality listings and attract high net worth individuals interested in your deal.

We know how to generate traction on a listing through means of marketing openly or discretely, and we have thousands of high net worth individuals who we have developed relationships with to draw interest on a daily basis. While many firms focus on creating barriers to sell your business out of fear of wasting time, we have protocols in place to get as many offers as possible to help drive up the valuation and the proceeds. On the flip side, we know how to structure deals creatively for our buyers to help them feel secure.

Please take a look at our process to get a sneak peak into how we help our buyers and sellers maximize the deal.

The Art of Negotiating the Buyer and Seller in a Deal