Learning Path 15
Negotiation and Deal Structure
Payment terms, rights, instruments, and negotiating without destroying relationships.
- Advanced
- ~8h estimated
- 10 modules
- 62 topics
Why this path matters
Terms move more value than price. Deal structure is a skill that pays for itself repeatedly.
What you will understand
- Skip year zero — buy something that already works.
- Price is one variable. Terms are where deals are won.
Modules in this path
Start vs Buy · Acquisitions
- Start versus Buy
- Micro-acquisitions
- Buying Websites
- Buying Newsletters
- Buying Local Services
- Buying E-commerce Stores
- Vending Routes
What People Actually Buy · Acquisitions
- Rental Business Acquisitions
- Laundromats
- Storage Businesses
- Boring Businesses
- Seller Financing in Acquisitions
- Earnouts in Acquisitions
- Asset Purchase versus Stock Purchase
Deal Structures · Acquisitions
- Hidden Liabilities in Deals
- Customer Concentration in Deals
- Employee Dependence
- Owner Dependence
- Quality of Earnings
- Add-backs
- Revenue Verification in Deals
Verifying the Numbers · Acquisitions
- Churn in Acquisitions
- Deal Sourcing
- Off-market Deals
- Brokered Deals
- Roll-up Strategies
- Operational Improvements
- Cheap Bad Business versus Expensive Good Business
After the Close · Acquisitions
- The First 100 Days
- Integrations
- Acquisition Value versus Chaos
- Letters of Intent
- Representations and Warranties
- The Purchase Agreement
Terms Beat Price · Negotiation & Deals
- Price versus Terms
- Why the Cheapest Deal Is not the Best
- Payment Terms
- net-30 net-60 net-90
- Deposits
- Milestone Payments
Payment Structures · Negotiation & Deals
Rights and Restrictions · Negotiation & Deals
- Right of First Offer
- Most-favored-nation Clauses
- Revenue Share Agreements
- Licensing Deals
- Distribution Agreements
- Territory Rights
Deal Instruments · Negotiation & Deals
- Joint Ventures
- Earnout Structures
- Seller Financing Terms
- Option Agreements
- Contract Renewal Leverage
- Renegotiation Triggers