Buying a company is not like buying a car where you walk away and never see the seller again. In many cases, it is more like buying an automobile with the seller thrown in. Especially for strategic acquirers, key employees from both buyer and seller are likely to work alongside one another in the newly merged company for years to come. This presents a challenge to how you might typically negotiate. Hard-nosed tactics rarely serve either buyer or seller well in the long run. When negotiating during M&A you must carefully balance assertion with compromise.
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