Negotiating successfully

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.

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. GmbH, 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.