Negotiation Consulting - Mergers, Acquisitions, Alliances

Mergers, Acquisitions, and Alliances

"I thought I was a pretty good negotiator until Gary worked with our group at which point I really learned how much more I can improve my game, and help my people improve." - Vice President, Global Software Company

Here is a classic dilemma: A company has a group (M&A, Business Development, Strategic Alliances, etc.) that handles business transactions in huge dollars sums. But since this group only does a few transactions a year, their negotiation skills are not as sharply honed as someone who negotiates everyday. On strategic transactions of this nature, small difference in negotiating performance can amount to millions of dollars of difference in the outcome!

Gary L. Beal has worked with several Fortune 500 M&A/Business Development groups. Usually these groups have a solid grasp of all the business and commercial issues relating to the acquisition alliance, divestiture, etc. What remains is how well they can negotiate the actual deal.

Depending on the size and scope of the transaction, Mr. Beal has the client send background information 20-100 pages for him to digest before a planning session. He then meets with the negotiation team to go over that background, and then to begin to explore their negotiation strategy. Every angle of leverage, exposure, uncertainty, and opportunity is explored. Possible approaches and outcomes are examined and massaged until everyone on the team feels confident in the plan. Mr. Beal does not typically participate as a team member, but works with the team, away from the negotiation table.

Mr. Beal has provided a few case studies for your review. To access these materials, please fill in the form below. (* = required fields.)

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Gary L. Beal and Associates Services

Gary L. Beal and Associates
4832 Foxglove Court
Santa Rosa, CA 95405
Phone: 707-538-8656
E-mail: info@negotiator.net