Mastering the Deal: The Hidden Negotiation That Starts Before You Think You’re in One
“Andres Lares is Managing Director of the Shapiro Negotiations Institute and author of Persuade: The 4Step Process to Influence People and Decisions,” shares Sam Thompson, a Minneapolis business broker and the president of M&A firm Transitions In Business. “Andres shares his insights into M&A negotiations with tips such as avoiding the wrong answer to ‘Why do you want to sell,’ handling buyer tactics, and creating leverage.”
This episode of Built to Sell Radio is part of our Mastering the Deal series—where we help you punch above your weight when negotiating the sale of your business.
Andres Lares is Managing Director of the Shapiro Negotiations Institute and author of Persuade: The 4Step Process to Influence People and Decisions. He has coached high-stakes negotiations for clients ranging from Fortune 500 companies to elite sports franchises like the San Antonio Spurs and Cleveland Browns.
In this episode, Lares shares founder-tested strategies for navigating an M&A process with confidence and control.
You’ll discover how to:
- Recognize when a negotiation starts—and avoid giving away leverage before you realize you’re in one
- Frame your business to command a higher multiple
- Avoid the wrong answer to “Why do you want to sell?”
- Use a decision-tree to respond strategically to offers
- Handle buyer tactics like “strategic silence” and proprietary deal traps
- Structure an earn-out that doesn’t make you feel like an employee
- Stay emotionally grounded when the process drags on
- Create leverage—even if you’re only talking to one buyer
- Avoid blowing up your deal over small details that don’t move the needle
Whether you’re years away or mid-negotiation, this episode delivers practical, founder-first advice from one of the leading negotiation experts in the world.