HN Explorer

Missing from PG's startup essays: acquisition negotiations strategy/advice?

27 points by os111 ↗ HN
I'd be interested in hearing advice/stories from anybody that has negotiated an acquisition. Specifically, the acquisition of a tiny startup (1-5 people) by a huge company. Thanks.

14 comments

[ 5.5 ms ] story [ 118 ms ] thread
os111
Some more details on what I'd like to hear:

- Which party approached the other

- Who throws out the first offer

- How is value determined in the absence of any outside investments

- What are the attorney fees

- Negotiating favorable terms for post-acquisition work at the acquiring company

wastedbrains
This isn't a huge company acquiring, but we sold our first start up and are working on our second these stories might help.

Part 1: Why sell a profitable site: http://blog.pretheory.com/arch/2007/08/why_sell_a_profitable...

Part 2: Closing the deal Lessons selling a website: http://blog.pretheory.com/arch/2007/08/closing_the_deal_sell...

Hope it helps, are you currently in negotiations? Verbal Agreement? Handshakes?

os111
thanks...not currently in negotiations but i may be in the near future.
pg
Funny you noticed that. There is one, but it's unpublished. I give copies to individual YC startups when the time comes.
zach
That's great. I love the idea that there's a secret Paul Graham essay, one revealed only to initiates facing the ultimate test. A nice poetic touch, like the black t-shirts.
breck
Me too. "When the time comes". Is there a ceremony?
alaskamiller
Everyone gathers in the middle of the woods with black hoods and candles then chants Paul Graham a thousand times.
zach
You have to snatch a pebble from Dexter's hand.
zizou
Paul could you please publish it or if it's not suitable could you send via email. We're a startup from India, there's no ecosystem for startup's here unlike the valley.We've been looking for guidance mostly on the web and you're writings have been extremely helpful to us.In fact your writings have been one of the most important factors of inspiration for our belief that "it can be done !"
simplegeek
I assume that the most important message of that unpublished essay is "Remember, deals fall through"
os111
Without revealing any trade secrets, is there anything you can say?

I just have no clue what to expect--I sit down at the table with a company that has expressed interest and ... ? Who says what first?

The reason I posted this here is because YC is in the unique position of having done this more than once. Especially the tiny startup/large company transaction.