Tommy Dobczyk and a partner break down deal-room negotiation tactics: using authority to build leverage, adding pressure with a "meet and exceed" approach, and tightening language at the close. They stress moving fast to the next opportunity after each response.
Were you in the deal room today? Authority. Keep going.
Cleaner leverage, more authority. The meet and exceed adds a little bit of subtle pressure.
Subtle pressure, right? And then ending is tighter, right? You're cleaning it up. So go down to where you got the next one because he did respond to that, right?
No, he hasn't responded to that one yet. This is another option that I wanted to explore. So if we were to push back, it's basically the same information, just worded differently. So the seller is targeting something in the $3.5 range. In option B that starts to shift the structure into a place where option C becomes the more efficient path for both sides. And then it continues to explain how if he's pushing option B at 3.5%, might as well go with option C because it's so similar in numbers and structure.
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