The Differences between Buying and Selling
For every transaction there must be a buyer and a seller. One cannot succeed
without the other, and both are dependent upon each other for a successful
transaction outcome. Successful negotiators and salespeople are experts at
understanding the other person’s perspective. Even though both may have
opposing viewpoints with respect to the specific final process and outcome
objectives, both also have a vested interest in making the process proceed to
a productive and profitable conclusion. Understanding that an M&A transaction
cannot be consummated without the other person’s agreement provides
some motivation for your understanding of their perspective.