19 Surprises When Merging Up

man woman handshake shake hands iStock_000010387373SmallBONUS CHECKLIST: What smaller firms need to know.

By Marc Rosenberg

The degree to which merger terms are negotiable is often determined by the relative size of the two firms.

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Generally, the larger the gap in firm size between buyer and seller, the fewer the items are open to negotiation. This can be illustrated by the following chart: