Andres Lares on Avoiding the Rookie Mistakes That Kill M&A Outcomes

This episode of Built to Sell Radio is part of our Mastering the Deal series—where we help you punch above your weight when negotiating the sale of your business. 

Andres Lares is Managing Director of the Shapiro Negotiations Institute and author of Persuade: The 4Step Process to Influence People and Decisions. He has coached high-stakes negotiations for clients ranging from Fortune 500 companies to elite sports franchises like the San Antonio Spurs and Cleveland Browns. 

In this episode, Lares shares founder-tested strategies for navigating an M&A process with confidence and control. 

You’ll discover how to: 

• Recognize when a negotiation starts—and avoid giving away leverage before you realize you’re in one 

• Frame your business to command a higher multiple 

• Avoid the wrong answer to “Why do you want to sell?” 

• Use a decision tree to respond strategically to offers 

• Handle buyer tactics like “strategic silence” and proprietary deal traps 

• Structure an earn-out that doesn’t make you feel like an employee 

• Stay emotionally grounded when the process drags on 

• Create leverage—even if you’re only talking to one buyer 

• Avoid blowing up your deal over small details that don’t move the needle 

Whether you’re years away or mid-negotiation, this episode delivers practical, founder-first advice from one of the leading negotiation experts in the world. 

Show Notes & Links

Connect with Andre on LinkedIn

Shapiro Negotiations

Persuade: The 4-Step Process to Influence People and Decisions

Definitions

Due-Diligence: This is a comprehensive appraisal of a business or investment undertaken before a merger, acquisition, or investment. It seeks to validate the information provided and uncover any potential risks or liabilities.

Earn-out: This is a financing arrangement for the purchase of a business, where the seller must meet certain performance goals before receiving the full purchase price. It reduces the buyer’s risk and aligns the interests of both parties post-acquisition.

Look-Back Provision: This provision in an insurance policy allows claims to be made for injuries or illnesses that occurred before the policy was purchased, based on the stipulation that the insured was unaware of the illness or injury at the time of purchase.

About Our Guest

Andre Lares

Andre Larres is the Managing Partner at Shapiro Negotiations Institute, where he helps leaders master the science and psychology of negotiation. With a background in neuroscience and extensive experience coaching Fortune 500 executives, Andre blends academic insight with real-world strategy to drive better business outcomes. He has trained teams at companies like Microsoft, ESPN, Deloitte, and Pfizer, equipping them with the tools to close deals, influence stakeholders, and lead with confidence.