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It was a cool January afternoon in San Diego when Matt stepped off the plane and found his way to the cab stand. The next few days would be filled with meetings here and there and then a lot of waiting and standing around. It was not the favorite sort of trip for him, but Matt knew this could end up being an important acquisition for his company and his senior managers were keen to buy this San Diego for a cheap price. It was up to him to present the case for the 'merger' and then negotiate the final Letter of Intent. His boss was clear that he wanted Matt to stay in San Diego until it was signed.

It was a Monday afternoon and his first meeting was not until Tuesday at 10:00. He made his way to the luxury downtown hotel where he had a suite reserved. It is always best to show that you have the means to make the acquisition happen easily and also to show the selling company's managers a taste of the luxury that could await if they close the deal. In all actuality they would only be around for a few months or maybe a year before getting shown the door. It is their poor management that makes this such an attractive purchase for Matt's company. Nonetheless, the appearance of power is very important in these situations.

The beautiful Eastern European desk clerk showed Matt great courtesy in accompanying him to the suite and showing him the conference area, the private office and the living areas of the suite. The suite was around 3000 square feet on the top floor overlooking the harbor and downtown. ...

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