Four banks called the price appropriate. The board negotiated everything that was not the price.

Four banks called the price appropriate. The board negotiated everything that was not the price.

Tina Gerbec
Published on: 17/09/2026

Four banks called Midea's offer for KUKA appropriate, so the price was settled before the board sat down. What it negotiated instead: locations, strategy, board independence and where the customer data may be held.

what to negotiate when the price is fixednegotiating beyond pricereading the other side's prioritiesnon-price terms in a takeoverfairness opinioninvestment agreement in an acquisitionMidea KUKA takeoverring-fencing customer databoard independence after acquisitioninternal alignment before a negotiationnegotiation mandatenegotiation case studycommercial negotiationThe Human Signal