Maximising value is as much about negotiation strategy as it is about operational performance. Founders who approach negotiations with clarity, preparation and awareness of both their own objectives and those of potential buyers are better positioned to achieve optimal outcomes. Key principles include:

• Understanding the buyer’s perspective and priorities.
• Being transparent about the company’s strengths and limitations.
• Structuring the conversation around value creation rather than price alone.
• Remaining flexible on non-essential terms while protecting critical interests.

Effective negotiation is not about winning every point; it is about crafting a deal that balances financial return, risk management and long-term strategic alignment.