Most business sale negotiations move one issue at a time. Research at Harvard Business School shows this is the worst way to structure a deal conversation — and that presenting multiple complete offers simultaneously pro...

Most business sale negotiations get stuck because both sides argue over positions. The owners who get the best outcomes are the ones who stop arguing over what and start asking why.

The first number in a business sale negotiation exerts a gravitational pull on every number that follows. Here is what the research says about who should set it, when and why most Canadian sellers get this wrong.