PREFACE VIEWING NEGOTIATIONS AS A TEAM EFFORT Negotiating , in essence, is a process in which two or more parties repre- senting different interests attempt to achieve consensus on a particular issue. Although much has been written about alternative negotiating strategies, the process of negotiating mergers and acquisitions (M&A) and structur- ing M&A deals tends to be described from a somewhat narrow point of view--often that of the investment banker, attorney, accountant, or business manager. Investment bankers provide strategic and tactical advice to clients; screen potential buyers and sellers; often make the initial contact; arrange financing; and provide negotiation support, valuation, and deal-structuring guidance. Typically, attorneys are intimately involved in structuring the deal, perform- ing due diligence, evaluating risk, negotiating many of the terms and con- ditions, drafting important documents, and coordinating the timing and