When a seller and a prospective buyer first meet, there’s the initial formal stage (which includes the non-committal small talk) where everyone is sussing each other out, finding common ground, working out how each other likes to work and what business needs to be done. Everyone is on their best behaviour looking to get the best outcome. Talking about the business at hand is not only easy but in fact, the agreed upon focal point.
After that initial stage, for example, after the first deal is done, the second stage is where relationships form further. Once we’ve got the measure of each other and we find some sort of operating rhythm we start to relax a bit more. We get familiar with each other’s preferences and quirks, and we learn a bit about them personally. And in some … read more by subscribing.
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