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Should you just pick the buyer you like best? How do you protect sellers from falling in love with a buyer—or from overreacting to a lowball offer? And why do so many founders feel the need to “win” every negotiation point? In this **Q&A with Paul Giannamore**, Paul tackles some of the most common emotional and strategic pitfalls sellers face, and explains why process discipline and emotional detachment are essential. *You’ll learn:* 🔹 Why exclusivity must always be earned, never given away 🔹 The most common emotional trap for sellers: falling in love too soon 🔹 How to coach clients through lowball offers without overreacting 🔹 Why silence and calmness are the best responses to gamesmanship 🔹 Why “winning” every point isn’t the goal—designing your future is 🔹 How to detach from the outcome and stay focused on the process Paul reminds us: *buyers test with numbers, sellers win with process.* *Connect with Paul Giannamore* LinkedIn ▸ / paulgiannamore Instagram ▸ / pgiannamore 📌 *Subscribe for Weekly M&A Insights:* / @potomactv 🌐 More resources ▸ https://www.potomaccompany.com/ 🎬 Directed, produced & filmed by Dylan Seals, Verbell Ltd. TIMESTAMPS 00:00 – Should You Just Pick One Buyer? 01:00 – Why Exclusivity Must Be Earned 02:00 – Emotional Traps: Falling in Love Too Soon 03:00 – How to Handle Lowball Offers 04:00 – Calmness, Silence & Leverage 05:30 – Why Founders Feel the Need to “Win” 07:00 – Attaching to the Process vs. the Outcome #mergersandacquisitions #sellsideadvisor #exclusivity #lowballoffers #emotionalintelligence #dealnegotiation #middlemarket #businesssale #MAMasterclass #paulgiannamore #potomactv #exitstrategy #privateequity #businessvaluation