Business Acquisition Negotiation, Deal Structuring and Funding Strategies That Work Now

In this episode, Jonathan Jay introduces a live training session led by Martin, focused on what is working right now in negotiation, deal structuring, and acquisition funding. The session opens with a powerful message about taking action when others slow down, using market uncertainty as a reason to push harder rather than pause.

The discussion then moves into practical negotiation strategy. Martin explains why buyers must be prepared but still expect the unexpected, why authenticity builds seller trust, and why the best negotiations create a win for the seller and an even better win for the buyer. He breaks down the three core levers of deal negotiation: lowering the price, improving the terms, and getting more value for the same money.

Finally, the episode explores funding routes and structural protections. Listeners hear how deferred consideration can be protected inside the share purchase agreement, why invoice finance and asset finance are often easier than cash flow lending, how to avoid overleveraging a target business, and how minority stakes, director loan accounts, and seller concerns can be handled through clear legal documentation and confident negotiation.