A Basic Guide for Buying and Selling a Company Book

	Introduction to A Basic Guide for Buying and Selling a Company
Ch. l	First the Question: Should I Change Horses?	3
Ch. 2	Usable Lessons from Buying or Selling a Personal Residence	10
Ch. 3	When the Deal Looks too Good to Pass... It May Be Good, But...	15
Ch. 4	Overview of Business Brokerage as an Aid in Buying and Selling	19
Ch. 5	Five Conceptual Principles for Buyers and Sellers	26
Ch. 6	The "Four Steeds" of Business Purchase and Sale	35
Ch. 7	Confidentiality: How Important Is It to Buyers and Sellers?	42
Ch. 8	Fishing Expeditions	48
Ch. 9	The Selling Prospectus: Benefit to Seller and Buyer	67
Ch. 10	Subordinate Cash: Myth, Tradition, and Practice Revealed	80
Ch. 11	Demonstration Benefits Both Buyers and Sellers	87
Ch. 12	When Hang Gliding in Lofty Thought...	95
Ch. 13	Perceptions about Prices and Values	98
Ch. 14	Who Ultimately Determines Value and Price?: A Bird's-Eye View of the Market Scene	124
Ch. 15	Structure of the Deal	141
Ch. 16	Comparing the Deal Before Signing	157
Ch. 17	The Contract and Lawyers: A Typical Purchase-and-Sale Agreement	164
Ch. 18	Supplemental Agreements Congruent to Typical Contract Provisions Required for Closings	186
Ch. 19	Obstacles and Concessions After the Contract.. .: But, Before Closing the Deal	200
App. A	Outlook - Small Business in America: Buyers, Sellers, and Brokers	204
App. B	Men Negotiate Differently Than Women	232
App. C	Salespersonship: Important to Buyer and Seller	246
App. D	Yegge's Rules for Making Deals Work	256
App. E	Business Search Checklist and Finding a Business to Buy	258
	App. F: From the Author to Readers	266
	App. G: Glossary of Author Terms	268
	About the Author	272
	Index	275