So the dilemma becomes how to bridge the gap. Selinger believes the answer is compromise. He suggests an earn out or a note payable. As you move into the negotiation process, be prepared to counter any buyer objections such as too high an asking price or an unsuitable location. Establish credibility, maintain integrity, persuasively play up the returns of the trans- action, and reduce any perceived risk associated with buying your business.
Negotiations can be a win-win situation if both parties benefit from the results.
By keeping things in perspective, you are bound to come close to meeting your expectations. At the same time, realize that if the deal doesn't go through, other prospective buyers exist in the marketplace.