Negotiation is influenced by specific factors that must be analyzed to identify the key points that may affect the final value of a transaction involving buying and selling, mergers and acquisitions.

Interests, assumptions, and judgments can be tabulated to identify opportunities and challenges.

The characteristics of the assets under negotiation, when compared with others available in the market, the number of similar offers, the need to sell or buy, the level of activity (volume of offers and transactions), the economy’s interest rate, potential synergies, documentation, and the average time to complete a sale are some of the factors that must be analyzed and quantified to determine the likely final value of the negotiation.

Personal factors of the negotiators should also be analyzed when there are significant differences (skills, experience, etc.) between the buyer and the seller.

With these analyses, the negotiation becomes clearer for the negotiator.

Know your strengths and weaknesses to negotiate better.

Mynarski, negotiation strategies