Arnd Allert 
Negotiating successfully 
Negotiating successfully in small and mid-sized M&A transactions

As instruments of strategic company management they have become an indispensable
element of business life: ‘Mergers and acquisitions’, meaning combinations
and takeovers of enterprises or parts of enterprises. How can such
transactions be negotiated in an effective and focused manner? There are extensive
theoretical negotiation models – but how can these be implemented specifically?
This book wants to make a contribution to transferring such theories to
day-to-day M&A negotiation practice. It conveys practical knowledge in order
to make negotiations for the purchase and sale of an enterprise more successful.
The focus is on the area which in Germany accounts for the majority of enterprises:
medium-sized companies. It is addressed to entrepreneurs, attorneys,
auditors and tax advisors as well as all corporate finance professionals who are
involved in negotiation situations. With numerous case studies from consulting
practice, Arnd Allert accomplishes the transfer of theoretical knowledge
to day-to-day practice. In this book, Arnd Allert has compiled his knowledge
from more than one hundred M&A transactions and gives an insight into the
world of M&A consulting which in this comprehensive form so far was almost
impossible to find.

Table of Content

Preamble
Introduction
Structure of this Book
Acknowledgments
PART A
1. Negotiating in M&A Transactions
2. Theoretical Negotiation Models and their Transfer into M&A Practice
3. General Aspects of International Negotiations
PART B
4. Negotiation Issues in the M&A Process
5. Ethics in Negotiations
6. Outlook
List of References

About the author

Arnd Allert has been working in the corporate finance industry for more than
20 years. He started his professional career at Deutsche Bank AG. In 2003, he
founded the M&A consulting firm Allert & Co. Gmb H, which today is among
the leading consulting firms for mergers and acquisitions in Germany. In addition
to his consulting activities, he is lecturing at universities on the subjects
of ‘Mergers and Acquisitions’ as well as ‘Negotiation’ and, in addition, is a
member of several supervisory and administrative boards.