Negotiating Successfully by Arnd Allert

Author:Arnd Allert
Language: eng
Format: epub
ISBN: 9783863462529
Publisher: Kuebler Verlag

4.1.4.2 Structured Process

In the case of a structured sales process, an attempt is made – with clear stipulations regarding content and timing – to induce several interested parties at the same time to conclude a purchase agreement. The objective of the parallel negotiations and the disclosure of the competitive situation is to maximize the price for the benefit of the seller.

Often the parties interested in acquiring are informed of the individual steps by means of a so-called process letter, or procedure letter. Depending on the situation, the signing of such process letter may be stipulated as a condition for the participation in such a process.

A process letter usually contains the following information:

Subject-matter of the transaction

Time schedule for the transaction process

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.