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Set the M&A Negotiating Table with the Right Expectations

Experience dictates that the parties involved in M&A need to prioritize their expectations of what they want from—and bring to—the deal to figure out the appropriate terms.

Often, deals blow up because the parties can’t achieve a confluence of expectations—and the fact that the numbers drove the dialogue and not the other way around. The potential upside for all parties was not formalized and communicated.

As Ira Rosenbloom writes in this article published in CPA Practice Advisor, firms should take the time to align their expectations and explore ways to address relevant matters at the onset.

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