I have always found it quite bizarre how completely unprepared many business buyers are when they begin the negotiation stage of a business for sale. It is advisable to first work on the small issues where consensus is likely to be reached quickly. Obviously, deal terms play an enormous role, but the human aspect and accompanying emotions, will have a major influence as well. Negotiating is truly an art, and one hard set tactic is that one should never give in to a point without getting something in return. Buyers can be apprehensive about presenting an offer that is flat out rejected, or perceived as an insult by the seller.

Source: Forbes February 22, 2017 20:03 UTC