The idea of being paid handsomely for all the work you have done for so long, for so little, is intoxicating—so intoxicating that a surprising number of firms actually go under during takeover negotiations because they fail to keep their business going. The solution is to use a business broker. These organizations typically work on a percentage or charge a modest fee. As they sell any number of businesses a year, they are very experienced at negotiating. Additionally, they have a vested interest in selling your business at the best possible price. They don't get paid otherwise. In the process, they isolate you from all the emotional toing and froing.
Note This is not the main reason they are so widely employed. The main reason they are used is that they are able to conduct negotiations without the seller's staff being alerted.
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