What’s the best way to negotiate the sale of your company?

Justin Kan (Partner at Y Combinator)
The Founder’s Guide To Selling Your Company

As the startup, you have all the leverage before you sign a term sheet. Once you sign, you have almost no leverage at all. Feel free to push back on exploding offer deadlines and other pressure to sign immediately. After you sign, you can expect any points that weren’t previously negotiated will end up with language in favor of the acquirer.