Reply To: Negotiation tactics on M&A?


Hari Pandiyat

It is most important to know what your counterpart really interests are. Then only we can play out our concession cards better.
You need to make the other party well aware that you are giving something of value and understand how they would reciprocate on the same. If there is an element of trust issue regarding the favor other party would do, better to keep a contingent concession in the agreed terms and conditions.

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