Closing a Deal is Like Catching a Fish–Leave As Little as You Can to “Chance”

We all marvel at the “deal-makers”, those people who we deal with, and envy, every day because their deals get done; their paydays really happen. After more than 41 years of practicing law in Massachusetts, I have learned the following things about closing deals, and I thought I would share them with you:

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     1. Deal Makers Have a Healthy Sense of Paranoia. They can see problems before they surface. They have decision trees in their minds well before the decision needs to be made. They are pro-active because the have thought through the ocnsequences of the deal for each participant. How much dose the Seller need to sell? How would delay affect the chemistry of the deal? What things can the “deak maker” do in advanec which will combat aribitrary or selfish behavior on the part of someone else in the deal?

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