Getting To Yes: Bridging The Value Gap

Law360, New York (March 2, 2010, 5:34 PM EST) -- A key and difficult issue in many current merger and acquisition negotiations is the disparity between the seller’s view of what its business is worth and the buyer’s view of what it is willing to pay. The delta is often very wide.

Recent market volatility has made many buyers’ fear that not only will the acquisition appear ill–timed over the long term, but also that the markets may suddenly turn so that they will appear to have foolishly overpaid.

Sellers are still hopeful that the premia...
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