Unlocking Tough Negotiations with Creative Solutions


Unlocking Tough Negotiations
with Creative Solutions

In negotiating the sale of a business, a common challenge is the fundamental polarization between the buyer’s position and the seller’s position.  The buyer wants the lowest price while the seller wants the highest.  Even with various business evaluation formulas based on multiples of sales, revenues or EBITDA, each party’s perception of the true value of the business is often very diverse, particularly with the emotional attachment the seller has to the business due to his effort and investment.  In these tough situations that can easily lead to impasse, good negotiators, rather than fight over a fixed pie of value, seek to increase value by introducing creative ideas thereby reaching optimal outcomes.

Learning Objectives

1. Information Development – Building the Negotiation Structure

  • Uncovering and exchanging underlying needs, concerns, constraints and fears
  • Managing the tension between empathy and assertiveness
  • Mining for and identifying important and relevant information
  • Expanding depth and breadth of relevant information
  • Managing the tension between agents and principals

2. Joint Problem Solving – The Core of Effective Negotiation

  • Understanding the concept of a responsive proposal
  • Engaging the parties in joint problem solving
  • Managing the tension between distributive and integrative bargaining
  • Creativity and innovation in negotiations
  • Generating a menu of innovative potential solution packages
  • Refining and developing solutions to better meet all parties needs


About the Presenter:

Learn from industry expert, Raphael Lapin, Principal and Chief Negotiator – Lapin Negotiation Services, Inc.


Thank you to our Sponsor:

This meeting will be held at Capital Group Private Client Services.

Address: 11100 Santa Monica Blvd., 16th Floor, Los Angeles, CA 90025


The EPI Local Chapter is different than other groups because it brings together a diverse group of professionals from a wide range of specialties that can naturally work collaboratively on exit planning, succession planning, value growth, transaction or any engagement from both sides of the equation. The chapter meets regularly to network, reconnect, grow knowledge, and sharpen their skills with a common goal: Change the outcome for transitioning business owners. Make plans to join us for future events and connect with the local leadership by visiting www.EPILosAngeles.org.

About the Presenter

Raphael Lapin

Raphael Lapin

Principal and Chief Negotiator – Lapin Negotiation Services, Inc.

Meet Raphael Lapin.

Raphael Lapin is a Harvard-trained negotiation, mediation and communication specialist who serves as negotiation advisor to Fortune 500 corporations and governments globally.  He is principal of Lapin Negotiation Services, a consultancy which provides negotiation and dispute resolution services to governments, corporations and individuals worldwide.  He is a senior consultant to the United Nations Institute of Training and Research and adjunct professor of law at Whittier School of Law in Southern California where he teaches negotiation and mediation.  He authored the book “Working with Difficult People”



Continuing Education

This meeting qualifies for the following continuing education credits:

One (1) MCLE credit

One (1) CPE hour

One (1) CEPA credit

NOTE: Proper documentation must be collected and submitted to qualify for continuing education. For questions regarding awarded continuing education credits, please contact the Exit Planning Institute (EPI).