Understanding the people behind a merger or acquisition is just as important as understanding the business itself. In part two of our series, we explore two more M&A personalities that frequently shape deal outcomes: the Close Examining Negotiator and the Renegotiator.
Knowing how to handle these personalities can help business owners, CEOs, and investors protect value, maintain relationships, and close deals successfully.
The Close Examining Negotiator
Who they are:
This individual scrutinizes every detail of the deal. While attention to detail is valuable, excessive negotiation over minor points can slow progress and create frustration.
Key traits:
- Focuses on fine print and minutiae
- May lose sight of the bigger strategic picture
- Often very methodical and cautious
How to work with them:
- Set clear priorities: define which details are negotiable and which are essential
- Keep discussions focused on the big picture outcomes
- Provide organized, clear documentation to minimize repeated questions
Tip: Balance respect for their thoroughness with firm guidance to prevent deal fatigue.
The Renegotiator
Who they are:
The Renegotiator appears cooperative throughout negotiations but attempts to change terms at the last minute. This can create tension and risk derailing a deal.
Key traits:
- Requests last-minute changes despite prior agreements
- Can strain relationships if not managed carefully
- Often tests flexibility and willingness to compromise
How to work with them:
- Stay firm on previously agreed-upon terms
- Communicate the potential consequences of last-minute changes
- Protect the integrity of the deal while maintaining professionalism
Tip: Last-minute renegotiation attempts are common—anticipate them and have a strategy in place to respond confidently.
Key Takeaways for Business Owners
- Anticipate personality dynamics to reduce surprises during M&A negotiations
- Set clear boundaries and priorities to streamline discussions
- Engage a professional intermediary for guidance, strategy, and negotiation expertise
- Focus on relationships and outcomes—preserving goodwill often matters as much as deal terms
Navigate M&A with Confidence
M&A transactions are as much about people as they are about financials. Understanding personalities like the Close Examining Negotiator and Renegotiator equips business owners and investors to protect value, close deals efficiently, and maintain strong relationships.
Contact George & Company today for a confidential consultation and expert guidance in navigating complex M&A transactions.