{"id":1072,"date":"2011-11-04T17:40:52","date_gmt":"2011-11-05T00:40:52","guid":{"rendered":"https:\/\/berkonomics.com\/?p=1072"},"modified":"2011-11-04T17:40:52","modified_gmt":"2011-11-05T00:40:52","slug":"leave-something-on-the-table-in-a-sale","status":"publish","type":"post","link":"https:\/\/berkonomics.com\/?p=1072","title":{"rendered":"Leave something on the table in a sale."},"content":{"rendered":"<p><span style=\"font-size: medium;\"><span style=\"font-family: Calibri;\">Isn\u2019t the goal of any negotiation to get the maximum possible out of the other side?\u00a0 I have learned from long experience that the last bit of concession is the most expensive in a negotiation.\u00a0 Invariably, it\u2019s after the negotiation, whether during the final documentation of the deal or after the closing when the buyer finds those unexpected surprises, and that the seller who drives the hardest bargain is the one attacked with the most energy by the affronted buyer.\u00a0 <\/span><\/span><\/p>\n<p><span style=\"font-size: medium;\"><span style=\"font-family: Calibri;\">Certainly, sales contracts usually call for a basket or amount of findings below which the buyer will absorb the costs.\u00a0 The problem comes when the buyer finds surprises that could have much greater effect, but whose cost will not be known for years.\u00a0 Customer contracts that come up for renewal but are not renewed as expected, a customer bankruptcy after the closing, a group of employees that leave together to start a new business.\u00a0 There are so many unforeseen opportunities to make a buyer unhappy after the closing, that it is good strategy to leave enough on the table, labeled carefully as such, so that there is no doubt as to the \u201cgift\u201d from the seller.\u00a0 As a percentage of the total package, often such a gesture is small, but the benefit can be great if the unexpected happens<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Isn\u2019t the goal of any negotiation to get the maximum possible out of the other side?\u00a0 I have learned from long experience that the last bit of concession is the most expensive in a negotiation.\u00a0 Invariably, it\u2019s after the negotiation, &hellip; <a href=\"https:\/\/berkonomics.com\/?p=1072\">Continue reading <span class=\"meta-nav\">&rarr;<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_uf_show_specific_survey":0,"_uf_disable_surveys":false,"footnotes":""},"categories":[13],"tags":[],"class_list":["post-1072","post","type-post","status-publish","format-standard","hentry","category-the-liquidity-event-and-beyond"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/posts\/1072","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=1072"}],"version-history":[{"count":0,"href":"https:\/\/berkonomics.com\/index.php?rest_route=\/wp\/v2\/posts\/1072\/revisions"}],"wp:attachment":[{"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=1072"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=1072"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/berkonomics.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=1072"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}