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Earn-outs to bridge gap between negotiation parties – curse or blessing?

Toll Ch., Rolinck J.-P.

Managerial Economics

2017

Vol. 18, no. 1

103--116

An agreement upon the terms of company transactions is aggravated by the existence of differ-ent information levels concerning the negotiation parties; this can be seen as a basic cause for divergent price expectations. Hence, the question is how the existing differences in price expectations of the transaction parties can be handled to reach a consensus, even when there is no area of agreement in the initial round of negotiations. Earn-outs are an interesting approach in overcoming divergent price expectations by making the purchase price dependent on the future performance of the company. However, formulating and implementing earn-outs may have a substantial potential for conflict. The present contribution shows which advantages and disadvantages the transaction parties face if an agreement regarding earn-outs is made.