Negotiating is part of selling a business. Sellers should advocate for themselves, push for fair value, and protect their interests.
That’s healthy.
Problems arise when negotiating turns into overreaching.
We’ve seen strong transactions fall apart over issues that had no meaningful impact on the seller’s long‑term outcome. Fighting over immaterial dollars. Making late‑stage demands that don’t change life after closing but signal bad faith to the buyer.
Buyers notice this immediately. And buyers almost always have options.
Most acquirers are reviewing multiple opportunities at the same time. When a seller becomes difficult near the finish line—especially after terms have already been agreed—buyers don’t usually argue. They disengage quietly and redirect their attention elsewhere.
This is where perspective matters.
The goal of a sale isn’t to win every skirmish. It’s to complete a transaction that meaningfully improves your life, reduces risk, and creates optionality for what comes next.
Deals are fragile near the end. Fatigue sets in. Emotions run high. Small issues feel disproportionately important.
That’s when discipline matters most.
Get your fair share. Negotiate thoughtfully. Protect your downside.
But don’t let the pursuit of the last dollar cost you the entire deal.