Just as things look as if the deal is done .... terms change ... what do you do?

When you are in a transaction that’s been negotiated - you have an ”exclusive” for due diligence to finalise the deal ......

And terms are changing 

You’ve done everything you can .... your ducks are in a row - you have a buyer - they have an exclusive - and everything seems to be falling apart - they are changing the terms of the deal at the last minute! 

Emotions are charged!!!!

There is massive tension, things are charged - and you are annoyed and afraid 

Has this happened to you? 

Dr Jeff  Spencer shares 4 strategies when a deal is about to conclude and the terms change! 

1. Work out how you feel  - what’s relationship to the transaction - what do you think of the deal - take the charge out - prevent yourself from being blindsided 
2. Identify the other parties issues issues - compartmentalise them and see how you can resolve them . Make sure that your team have been heard before solutions are made,  vs having the solution nailed - and then hearing their issues.
3. Investigate the other buyers that were turned away - choice is good  - something to anchor to - when there are problems .
4. 24 hour rule - don’t make any decision until feathers settle - don’t have judgement clouded - creates composed state of mind

Do what champions do - just keep on showing up!

Here’s Jeff’s podcast 

https://www.drjeffspencer.com/podcasts/making-decisions-under-duress/