--- schema: 1 type: video title: >- Why World Class Deal Makers Avoid Negotiations: Exploring Auctions in Mergers and Acquisitions description: "This keynote speech by leading M&A advisor Paul Giannamore, was filmed at the AZPPO Great Western Conference in Mesa Arizona on March 27th 2024. The presentation revolves around the key decision-making processes in mergers and acquisitions (M&A), focusing particularly on the choice between negotiation and auction when selling assets. Paul Giannamore, with over 20 years of experience in M&A advisory, emphasizes that understanding and choosing the right selling process—negotiation or auction—is crucial, not only in M&A but in any asset sale. Illustrating this, he shares a personal story about selling a valuable family-owned violin through different methods—initially trying to sell it online and then through personal connections, which eventually led to auctioning. This story serves as a segue into discussing the auction process more broadly. Paul elaborates on the complexities and strategic decisions involved in auctioning, using a detailed example of selling a business through a controlled auction process. The narrative includes tactical shifts like switching to a Dutch auction to push the final sale price closer to the desired amount. He explains the dynamics of a controlled auction, highlighting the absence of traditional negotiation and the focus on leveraging competition among buyers to maximize the selling price. In essence, the presentation provides a comprehensive overview of strategic decision-making in asset sales, focusing on the choice of process, and underscores the importance of understanding and manipulating these processes to achieve the best outcomes in business transactions. To reach Paul Giannamore: https://www.linkedin.com/in/paulgiannamore https://www.instagram.com/pgiannamore https://www.potomaccompany.com/ \U0001F4CC New to the channel? Watch this brief special message from Paul: \U0001F517 https://youtu.be/jeseUSHP4Yw Carefully Produced and Filmed by Verbell Ltd. https://www.verbell.ltd/ #mergersandacquisitions #businessvaluation #pestcontrol #smallbusinessowner #residentialservices #commercialservices #investmentbanking #smallbusiness #smallbusinessowner #sellsideadvisor #anticimex #rentokil #terminix #orkin #recession #investmentbanking #business #bigdealenergy" canonical: >- https://liquidgold.cc/channel/potomactv/explore/video/why-world-class-deal-makers-avoid-negotiations-expl-f8cf6fd889de markdown: >- https://liquidgold.cc/channel/potomactv/video/why-world-class-deal-makers-avoid-negotiations-expl-f8cf6fd889de.md llms: null parent: 'https://liquidgold.cc/channel/potomactv.md' channel: potomactv updated: '2026-10-24T03:32:13.626Z' language: null children: [] videoId: AIbOsEZRifM durationSeconds: 3056 publishedAt: '2024-04-15T20:22:00.000Z' searchChunks: - ordinal: 0 text: null startSeconds: 21 endSeconds: 100 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=21' heldReason: rights - ordinal: 1 text: null startSeconds: 100 endSeconds: 112 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=100' heldReason: rights - ordinal: 2 text: null startSeconds: 112 endSeconds: 245 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=112' heldReason: rights - ordinal: 3 text: null startSeconds: 256 endSeconds: 340 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=256' heldReason: rights - ordinal: 4 text: null startSeconds: 352 endSeconds: 464 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=352' heldReason: rights - ordinal: 5 text: null startSeconds: 464 endSeconds: 475 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=464' heldReason: rights - ordinal: 6 text: null startSeconds: 475 endSeconds: 607 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=475' heldReason: rights - ordinal: 7 text: null startSeconds: 621 endSeconds: 720 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=621' heldReason: rights - ordinal: 8 text: null startSeconds: 720 endSeconds: 730 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=720' heldReason: rights - ordinal: 9 text: null startSeconds: 730 endSeconds: 815 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=730' heldReason: rights - ordinal: 10 text: null startSeconds: 815 endSeconds: 825 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=815' heldReason: rights - ordinal: 11 text: null startSeconds: 825 endSeconds: 914 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=825' heldReason: rights - ordinal: 12 text: null startSeconds: 1055 endSeconds: 1194 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1055' heldReason: rights - ordinal: 13 text: null startSeconds: 1194 endSeconds: 1204 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1194' heldReason: rights - ordinal: 14 text: null startSeconds: 1204 endSeconds: 1317 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1204' heldReason: rights - ordinal: 15 text: null startSeconds: 1330 endSeconds: 1426 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1330' heldReason: rights - ordinal: 16 text: null startSeconds: 1541 endSeconds: 1551 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1541' heldReason: rights - ordinal: 17 text: null startSeconds: 1693 endSeconds: 1789 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1693' heldReason: rights - ordinal: 18 text: null startSeconds: 1799 endSeconds: 1881 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1799' heldReason: rights - ordinal: 19 text: null startSeconds: 1799 endSeconds: 1881 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1799' heldReason: rights - ordinal: 20 text: null startSeconds: 1881 endSeconds: 1891 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1881' heldReason: rights - ordinal: 21 text: null startSeconds: 1990 endSeconds: 2001 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=1990' heldReason: rights - ordinal: 22 text: null startSeconds: 2001 endSeconds: 2111 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=2001' heldReason: rights - ordinal: 23 text: null startSeconds: 2121 endSeconds: 2234 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=2121' heldReason: rights - ordinal: 24 text: null startSeconds: 2535 endSeconds: 2625 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=2535' heldReason: rights - ordinal: 25 text: null startSeconds: 2636 endSeconds: 2715 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=2636' heldReason: rights - ordinal: 26 text: null startSeconds: 2725 endSeconds: 2812 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=2725' heldReason: rights - ordinal: 27 text: null startSeconds: 2822 endSeconds: 2903 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=2822' heldReason: rights - ordinal: 28 text: null startSeconds: 2903 endSeconds: 2913 watch: 'https://liquidgold.cc/watch/AIbOsEZRifM?t=2903' heldReason: rights --- # Why World Class Deal Makers Avoid Negotiations: Exploring Auctions in Mergers and Acquisitions This keynote speech by leading M\&A advisor Paul Giannamore, was filmed at the AZPPO Great Western Conference in Mesa Arizona on March 27th 2024. The presentation revolves around the key decision-making processes in mergers and acquisitions (M\&A), focusing particularly on the choice between negotiation and auction when selling assets. Paul Giannamore, with over 20 years of experience in M\&A advisory, emphasizes that understanding and choosing the right selling process—negotiation or auction—is crucial, not only in M\&A but in any asset sale. Illustrating this, he shares a personal story about selling a valuable family-owned violin through different methods—initially trying to sell it online and then through personal connections, which eventually led to auctioning. This story serves as a segue into discussing the auction process more broadly. Paul elaborates on the complexities and strategic decisions involved in auctioning, using a detailed example of selling a business through a controlled auction process. The narrative includes tactical shifts like switching to a Dutch auction to push the final sale price closer to the desired amount. He explains the dynamics of a controlled auction, highlighting the absence of traditional negotiation and the focus on leveraging competition among buyers to maximize the selling price. In essence, the presentation provides a comprehensive overview of strategic decision-making in asset sales, focusing on the choice of process, and underscores the importance of understanding and manipulating these processes to achieve the best outcomes in business transactions. To reach Paul Giannamore: https://www.linkedin.com/in/paulgiannamore https://www.instagram.com/pgiannamore https://www.potomaccompany.com/ 📌 New to the channel? Watch this brief special message from Paul: 🔗 https://youtu.be/jeseUSHP4Yw Carefully Produced and Filmed by Verbell Ltd. https://www.verbell.ltd/ #mergersandacquisitions #businessvaluation #pestcontrol #smallbusinessowner #residentialservices #commercialservices #investmentbanking #smallbusiness #smallbusinessowner #sellsideadvisor #anticimex #rentokil #terminix #orkin #recession #investmentbanking #business #bigdealenergy Canonical: https://liquidgold.cc/channel/potomactv/explore/video/why-world-class-deal-makers-avoid-negotiations-expl-f8cf6fd889de · Channel: [POTOMAC M\&A](https://liquidgold.cc/channel/potomactv.md) > Search chunk text is held until public-source provenance is verified. ## Document chunks > Missing: no stored document chunks are available.