Engaging an agent for acquisition negotiations

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A software product developed and launched by a small business services company is a winner. The market for the new product is much larger and more scalable than the company imagined.
Many investors are interested in acquiring the company outright.

The company’s CEO feels he is in the best position to represent the company’s interests. But, he has never negotiated with a potential buyer of a company before.

Is the CEO in the best place to negotiate successfully?

You’ll need to know the best strategy when facing a new negotiation situation. It may make sense to hire an agent-negotiator to take your place at the table. There are situations where an agent-negotiator will get better results than the company leaders could ever hope to achieve on their own.

The CEO could bring in an agent-negotiator to contact potential buyers, explore their interests, help the CEO examine his interests, generate the terms of a possible acquisition, assist in evaluating each option, and even close the deal. By engaging an agent-negotiator, the CEO could vastly improve his chances of concluding a successful sale.

If the CEO’s partners balk at dealing with his representative, he might involve the agent-negotiator only at crucial moments. The partners may choose to hire their agents. In that case, the agents will negotiate tradeoffs and outcomes consistent with what their principals want.

Can agents, as cooperative negotiators, prevent parties from discovering the trade zone? Can an agent’s interests conflict with her principal’s and keep the parties from finding common ground?
Yes, it can happen. That is why partners must select their agents and carefully give them detailed instructions.

The skilled agent-negotiators can almost always lead parties to trade better and realize their goals.

HAVE YOU APPLIED ANY OF THE NEGOTIATION SKILLS I HAVE SHARED WITH YOU OVER THE PAST FEW YEARS? WOULD YOU PLEASE SHARE THE OUTCOMES WITH ME HERE?

THANK YOU.

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