Maintain Leverage During the Transaction STEP FIVE: Many business owners “give up the fight” after the initial valuation has been received. Don’t! You must continue to work through the end of the transactions. Control the flow of information to maintain confidentiality. Move quickly. Speed always works to the advantage of the seller. Don’t be afraid to go to another seller if things get really unbalanced. PRO TIP Like any good negotiation, your willingness to walk away will contribute to the amount of leverage you have. Get leverage in a transaction by having multiple buyers. Keep leverage during a transaction by being willing to use them.
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