Propose and offer the other party can accept
Attached below is an interesting article I found in CPA Australia magazine “In the Black”. The article discusses the sale of Mitchell Communications Group to Aegis Group for $363 million.
This article shows the importance that the seller and the buyer must both conclude there is a benefit to each other in completing the sale.
Harold Mitchell suggests in the article to avoid selfishness during negotiations, because if price becomes a major sticking point it won’t be much of a deal. “Propose an offer the other party can accept”.
To help sweeten the deal to gain a premium sale price, Harold converted the sale proceeds for stock in Aegis Group to demonstrate his confidence in the deal for Aegis. He also committed himself to stay on and work for Aegis for a period of time.
Small businesses may not be able to do the same with regard to stock, but if the seller was to stay on in the business may demonstrate to the buyer you are there to ensure they are going to operate this business successfully.
I highly recommend you read this article as it clarifies that the sales price achieved is due to the buyer and seller being able to deal with each other and come to agreement that each are comfortable with and benefit from.