Understanding Buyer Power In Negotiating M&A Deals | Transaction Advisors Institute

At Transaction Advisors Institute's M&A conference at Wharton San Francisco, Hogan Lovells Partners, Richard Climan and Keith Flaum illustrated the give-and-take between buyers and sellers in negotiating key provisions in M&A deals.
Particular focus was given to pricing formulations in stock swaps and “earn-out” transactions as well as the growing tendency of M&A dealmakers to “negotiate by the numbers” - to rely (and perhaps over-rely) on widely proliferated market statistics in staking out their negotiating positions.
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