- November 1996
32.90 Euro
1996. 288 Pages, Softcover
ISBN-10: 0-471-14943-8
ISBN-13: 978-0-471-14943-9 - John Wiley & Sons









Detailed description
Expert advice for a successful transaction

Today, businesses are being bought and sold at a rapid rate. As a management consultant who has brokered over 300 small businesses, Wilbur Yegge knows the intricacies involved in the transaction process--and how to overcome them. In this comprehensive guide, he takes you through the ins and outs of the purchasing and vending process, covering everything essential to conclude a successful transaction. Packed with numerous examples, helpful tips, and even a special section on "Yegge's rules," this invaluable resource has complete information on:
* Contractual obligations in purchase and sale agreements.
* Working with business brokers.
* Confidentiality issues, such as tax returns, impropriety, and the discovery process.
* Effective negotiation strategies.
* What to include--and what not to--in your selling prospectus.
* Sellers' pricing methods.
* Payment alternatives open to buyers

From the contents
Partial table of contents:

WARMING UP.

Usable Lessons from Buying or Selling a Personal Residence.

Overview of Business Brokerage as an Aid in Buying and Selling.

Fishing Expeditions.

THE BLUFF.

The Selling Prospectus: Benefit to Seller and Buyer.

Demonstration Benefits Both Buyers and Sellers.

THE CALL.

When Hang Gliding in Lofty Thought...

Perceptions about Prices and Values.

Who Ultimately Determines Value and Price?: A Bird's-Eye View of the Market Scene.

THE PLAY.

Comparing the Deal Before Signing.

The Contract and Lawyers: A Typical Purchase-and-Sale Agreement.

Obstacles and Concessions After the Contract...: But, Before Closing the Deal.

Appendices.

About the Author.

Index.