FINANCIAL-DUE-DILIGENCE5 MIN READ
Push back on a weak add-back without losing trust
Challenge a seller add-back using evidence and negotiation discipline.
Elena Ruiz ER Seller CFO 1 Principle 2 Evidence 3 Path Live call 45 sec Seller pressure Elena says every buyer accepts the USD 900k integration add-back and asks you to confirm it on the call. If you concede verbally, the number may become the deal team's base EBITDA. Negotiation discipline 60 sec BATNA-aware pushback Principle -> evidence -> consequence -> path
Read the full lesson
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in