1. Entrepreneurship and Negotiation Exit Strategies for Entrepreneurs: When—and How—To Harvest the Rewards 14

2. 14-2 “All things change…There is nothing in the whole world which is permanent. Everything flows onward…the ages themselves glide by in constant movement.” --Ovid, 10 B.C.

3. 14-3 Exit Strategies Sell or transfer ownership to insiders Sell or transfer ownership to outsiders Take the company public through an IPO

4. 14-4 Sale or Transfer to Insiders Succession Leveraged buyout Employee stock ownership plan

5. 14-5 All In the Family Share power Form a limited partnership Set up a trust

6. 14-6 Leveraged Buyouts Managers borrow money to pay the owner an agreed-upon price. The new owners pledge their stock as collateral, or… Lenders accept an equity position in the company to cover part or all of the funds.

7. 14-7 Employee Stock Ownership Ordinary ESOP Leveraged plan Transfer ownership plan

8. 14-8 Selling to Outsiders Sell at the right stage Sell when the business cycle is strong Compensate for loss of talent Identify and protect intellectual property Adopt transparent and conservative accounting policies Resolve open questions that make it difficult to estimate value

9. 14-9 Factors in Terms of the Sale Valuation of the company Negotiation process

10. 14-10 What’s It Worth? Balance sheet methods Earnings methods Market method

11. 14-11 Balance Sheet Methods Balance sheet method Net worth = Assets – Liabilities Adjusted balance sheet method Estimates market value of assets

12. 14-12 Earnings Methods Excess earnings method Capitalized earnings method Discounted future earnings method

13. 14-13 Advantages of IPOs Cash Aura of respectability Market provides continuing valuation of worth Ability to use stock options for employees Ability to use stock to acquire other companies

14. 14-14 Disadvantages of IPOs A tremendously expensive process Lock-up agreements Subject to careful scrutiny

15. 14-15 Bargaining Tactics Beginning with an extreme initial offer Using the “big lie” technique Convincing the other side you have an “out”

16. 14-16 Unethical Negotiation Tactics False promises Misrepresentation Inappropriate information gathering

17. 14-17 Reaching Integrative Agreements Logrolling – each party makes concessions on low-priority issues Nonspecific compensation – one side gets what it wants, and the other is compensated Broadening the pie – available resources are increased so that both sides can obtain their major goals

18. 14-18 Cost-cutting – one party gets what it wants, and the other party are reduced or eliminated Bridging – neither party gets its initial demands Reaching Integrative Agreements