Walk From Seller Price to Investment Memo
Use BATNA and evidence to make a clear offer, counter, or pass recommendation.
The recommendation The seller's ask is above your base-case value, but the team still wants to stay in the process. Without a walkaway, the process can negotiate you instead of the other way around. BATNA in acquisitions Alternative first, offer second. Your best alternative gives the bid a spine when a seller pushes for more. Weak memo We should try lower A recommendation the committee can approve. Negotiation discipline comes from alternatives, not toughness. 01 Evidence 02 Alternative 03 Walkaway Step 1 Base-case value is $16.9 million; downside is $15.8 million.
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