Wie bewerten Sie die Risiken und Vorteile einer Geschäftstransaktion?

One of the most important things to remember is the why. Before you negotiate set realistic expectations, understand the value for both parties, think about what are the interests and concerns of all stakeholders, and clearly define and don't sway from the point that you need to walk away.

Every risk or benefit should be weighed against whether it gets you closer to what truly matters, be it maximizing value, securing the right cultural fit, or ensuring a smooth exit. When you’re crystal clear on your endgame, you can turn risks into calculated moves and walk away from deals that don’t align with your vision.

Any business transaction involves risks, liabilities, and assumptions. In assessing a business deal, determine what the risks are (unlikely, possible, and likely). How can these risks be mitigated? How can risks be shifted to the other side? Similarly, what liabilities exist now, versus if the deal goes as planned, versus if the deal goes south. And for assumptions - what are you expecting to happen in this deal? What are the assumptions being made and what, if anything, is your recourse or strategy if those don't shake out? Going into the deal with eyes wide open can help assess the risk, identify areas for strategic drafting/negotiation, and set you up for a more successful transaction.

Non-negotiable really. Dig deep into the numbers, market trends, and competitors to understand exactly what you’re walking into. The more data you have, the sharper your decision-making becomes, allowing you to spot opportunities, mitigate risks, and negotiate from a position of strength.

Everyone loves the idea of acquisitions, but it's about laying out a clear, actionable plan that aligns with your goals while anticipating potential challenges. The right strategy lets you stay agile, adapt when needed, and move with confidence, ensuring you’re always a step ahead in the game. Running a process and having options helps.

Listening is your #1 tool. Ask yourself are you listening to speak or listening to understand. Ask clarifying questions and what I heard is this, is this correct? type questions, so that we don't presume anything. Having a full understanding and seeing the situation from their pov will allow you to address objections and overcome unforeseen roadblocks.

Most important is to ascertain as best as possible the character and integrity of the key principals on the other side. Jack Butler

If your position at the start of negotiations is weak it's particularly important to identify what is available for you to deal with the other party's position on important points and to analyze their threats if made to determine your approach to counter them. If threats are made and the other party is still willing to entertain negotiations then consider whether the other party really intends to carry out the threats ... in such a circumstance, it usually means that the other party has identified some weaknesses in its position.

Remember that whatever your strategy and tactics are, both parties need to have input into the construction of the specific action. If not, they wont have a good understanding of why the change is neccessary, and may resist the final result