Articles Sell-Side

Research confirms that most concessions in any negotiation happen in the final stretch of available time. In a Canadian business sale, experienced buyers engineer the clock deliberately. Here is what that costs sellers w...

Who controls the process controls the outcome

The most underused tool in any negotiation costs nothing, requires no preparation and is available to every seller at every moment. Most Canadian business owners never use it because the discomfort of not filling it is m...

Most business sale negotiations move one issue at a time. Research at Harvard Business School shows this is the worst way to structure a deal conversation — and that presenting multiple complete offers simultaneously pro...

Most business sale negotiations get stuck because both sides argue over positions. The owners who get the best outcomes are the ones who stop arguing over what and start asking why.

The first number in a business sale negotiation exerts a gravitational pull on every number that follows. Here is what the research says about who should set it, when and why most Canadian sellers get this wrong.

Why the ability to walk away credibly is the single most important source of leverage in a business sale, and why most owners surrender it before negotiations even begin.

Part 1 of 6: BUILDING AND DEMONSTRATING ENDURING VALUE WHEN SELLING YOUR CANADIAN BUSINESS

If you own a privately held Canadian business generating between $5 million and $50 million in annual revenue and you are considering a sale, this article is for you. Not for the publicly traded company with a board of d...