Should You Trade Price for Better Terms
When you’re negotiating a deal to sell your business, it’s not just about the top-line number. How you get paid—and when—can dramatically affect the outcome.
In this video, Kirk Michie explains how to think strategically about deal structure, including cash vs. earnout, seller notes, and retained equity. If you’re wondering whether to hold firm on price or push for better terms, this framework will help.
Watch below for insights that could save you from costly missteps.
When selling a business, it’s not just about the purchase price—it’s also about how that price is structured. In this video, M&A advisor Kirk Michie explains when it might make sense to accept a lower valuation in exchange for better deal terms.
He walks through common structures like earnouts, seller notes, and retained equity, and outlines the risks and trade-offs involved with each. Kirk also offers a practical negotiation framework: “seller’s price, buyer’s terms” vs. “buyer’s price, seller’s terms.”
If you’re navigating business exit planning or preparing to negotiate with private equity or strategic buyers, this is a must-watch. Learn why experienced transaction advisors—and deal-savvy lawyers—can make the difference between a good deal and a regretful one.
