A Basic Guide for Buying and Selling a Company

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John Wiley & Sons, Oct 24, 1996 - Business & Economics - 276 pages
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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.
 

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Contents

Usable Lessons from Buying or Selling
10
Five Conceptual Principles for Buyers
26
How Important Is It
42
THE BLUFF
65
Myth Tradition
80
THE CALL
93
THE PLAY
139
Comparing the Deal Before Signing
157
A Typical
164
Supplemental Agreements Congruent
186
Obstacles and Concessions After
200
Appendix B Men Negotiate Differently Than Women
232
Important to Buyer
246
Yegges Rules for Making Deals Work
256
Appendix F From the Author to Readers
266
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About the author (1996)

WILBUR M. YEGGE, PhD, has bought and sold five companies, brokered the sale of over 300 small businesses, and valued more than 1,000 others. President of a management consulting firm, he is the author of Self-Defense Finance for Small Businesses and A Basic Guide for Valuing a Company, both published by Wiley.

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