We were deep into negotiations on a deal that mattered, a great business, a committed buyer, but a gap on value that risked derailing everything.
The buyer put their revised offer on the table. It was lower than we expected, and the room went quiet.
We could have jumped in immediately, armed with all the reasons why the business was worth more. But instead, we chose a different tactic.
We stayed silent.
Ten seconds. Fifteen seconds. Long enough for it to feel uncomfortable.
And then something happened. The buyer started talking again, explaining their number, reconsidering it, and edging it upwards.
Within minutes, we were back on track. The gap had narrowed, and ultimately, we landed a deal that worked for everyone.
Silence can be uncomfortable, but it’s one of the most powerful negotiating tools at the right moment.
Sometimes, saying nothing speaks volumes.
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M&A Advisory
M&A Advisory is a central London based mergers and acquisition specialist advising on company sale and acquisition in the global PR, marketing communications and Martech sectors. With a 25-year heritage, the practice is built upon excellent market knowledge, sound business experience and the highest possible deal completion rates. The team are all experienced professionals and business practitioners who deliver a high quality, cost-effective advisory and execution service. There is a focus on maximising value by ensuring a strong cultural fit and an outstanding business proposition.
M&A Advisory can advise on the right timing, find the optimum partner, consider all cultural and business issues, and recommend the best path to value. Whether there is a need to establish how much a business is worth, how much value can be added before a sale, what buyers are looking for, or deal with unsolicited approaches, M&A Advisory can help.
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