AI is a Tool. A Negotiation Expert is a Weapon | Negotiation Strategy & Deal-Making

Hi, welcome to ValuationPodcast.com, a podcast and video series about all things business and valuation. I’m Melissa Gragg, a financial mediator and business valuation expert based in St. Louis, Missouri.

Today, I’m talking to Christine Nicholson, a multi-award-winning business mentor, speaker, and author. She’s also an expert in exit and succession planning and works with clients all over the world. She's based in the UK—so enjoy the delightful accent!

In this episode, we dive into the explosion of AI and how it intersects with deal-making. Why, in the age of AI, do you still need a negotiation expert in the room? If AI is the tool, a skilled advisor is the weapon. Christine and I unpack how sellers often unintentionally sabotage their own deals and why experts must act as shields to protect value, mitigate emotional risk, and maintain control in negotiations.

🔹 5 KEY TAKEAWAYS
Sellers Often Undermine Their Own Deals
Sellers unknowingly decrease their business’s value through emotional attachment, oversharing, and being unprepared.

AI Can’t Replace Human Nuance in Negotiations
While AI can provide data, it cannot account for emotions, nuance, or prevent a seller from saying the wrong thing at the wrong time.

Preparation = Leverage
Sellers who prepare valuations, identify weaknesses, and engage advisors early retain power and avoid getting steamrolled by sophisticated buyers.

There Are Always Three Deals
Sellers should define a “Green Deal” (ideal), a “Yellow Deal” (acceptable), and a “Red Deal” (walk-away) ahead of negotiations to avoid regret.

Weekly, Topic-Focused Meetings Improve Outcomes
Structured, single-issue discussions minimize stress and confusion and give sellers time to prepare and maintain control over the process.

🔹 TOP Q&A FROM EPISODE
Why should I avoid being the one to negotiate my business sale directly?
Sellers often become emotional and overshare, weakening their leverage and potentially lowering the sale price.

What’s the biggest mistake business owners make when approached with an unsolicited offer?
Responding too quickly without valuation prep or emotional detachment—often leading to underpricing and unfavorable terms.

How can emotional attachment hurt my business valuation?
It clouds judgment, causes sellers to speak subjectively, and signals risk to buyers who are only focused on ROI.

What’s the benefit of having an expert in the room during business negotiations?
Experts act as a shield—framing answers, controlling narrative, and preventing harmful disclosures that could devalue the deal.

How do I prepare my business for an unsolicited offer?
Conduct regular valuations, understand your “walk-away” terms, and work with advisors to identify and fix red flags before buyers do.

What is a working capital adjustment in business sales?
It’s the amount of cash or assets that need to remain in the business post-sale. Misunderstanding this can cost sellers hundreds of thousands.

What’s the difference between business valuation and value?
Valuation is a number; value includes the full package—team, scalability, processes, and buyer fit—which affects what someone will pay.

Connect with Christine:
https://www.linkedin.com/in/christine-nicholson/
https://christinenicholson.co.uk/

Connect with Melissa:
Melissa Gragg 
Expert testimony for financial and valuation issues 
Bridge Valuation Partners, LLC 
melissa@bridgevaluation.com 
http://www.BridgeValuation.com 
Cell: (314) 541-8163

https://www.valuationmediation.com
https://www.thedivorceallies.com
http://www.MediatorPodcast.com
https://www.Val

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Employment Law For Business Owners with Gary Martoccio - Business Valuation Podcast Video Series | Valuation Expert Melissa Gragg

Welcome to ValuationPodcast.com, your go-to podcast and video series for all things business and valuation. I’m your host, Melissa Gragg, a valuation mediator and expert based in St. Louis, Missouri. In this episode, I’m joined by Gary Martoccio, a seasoned employment attorney representing employees across nine states, based in Tampa, Florida.

Today, we dive deep into employment law for business owners, exploring how to proactively prevent employment-related claims, what at-will employment really means, the nuances of employee contracts, and practical steps both employers and employees can take to protect their interests. We also discuss the evolving landscape around DEI programs, remote work accommodations, and how recent shifts in enforcement by the EEOC may impact your business or career.

Key Takeaways
1️⃣ At-Will Employment Isn’t Absolute
Employers can terminate employees without cause in at-will states, but discrimination, retaliation, and statutory protections (like FMLA) still create liability if mishandled.

2️⃣ Proper Documentation Protects Employers
Maintaining clear records of performance issues, warnings, and objective reasons for termination can greatly reduce the risk of wrongful termination claims.

3️⃣ Severance Agreements & Mediation Clauses Can Help
Offering severance with a release of claims or requiring mediation in contracts are proactive ways to resolve disputes before they escalate.

4️⃣ Treatment of Departing Employees Matters
How you handle terminations — including being respectful, not contesting unemployment, and giving neutral references — can deter former employees from pursuing claims.

5️⃣ DEI and Remote Work Laws Are Evolving
Shifts in the EEOC’s enforcement priorities around diversity programs and remote work accommodations mean employers need to stay informed and adjust practices accordingly.

This episode can answer these questions:

• What does “at-will employment” really mean for employers and employees?
• Can an employee still sue for wrongful termination in an at-will state?
• How can small business owners avoid wrongful termination lawsuits?
• What should be included in an employment contract for at-will employees?
• Are non-compete and non-solicitation agreements enforceable today?
• How does timing of termination affect wrongful termination claims?
• What documentation should employers keep before firing an employee?
• Can I include a mediation clause in an employment agreement?
• What are the new trends or changes in DEI and employment law?
• Should I offer a severance agreement to avoid employment lawsuits?
• How does the EEOC’s stance on DEI programs affect employers?
• What should employees do if they think they were wrongfully terminated?
• Do large or small businesses face more employment law claims?

Connect with Gary

Gary's Website

Melissa Gragg is a seasoned financial mediator and business valuation expert with over 20 years of experience. She specializes in helping couples and business partners navigate complex financial disputes during divorce and separation. As the founder of Bridge Valuation Partners and a key member of The Divorce Allies, Melissa offers neutral, third-party services including business valuations, pension assessments, income analysis, and strategic settlement planning.

https://www.valuationmediation.com
https://www.thedivorceallies.com
http://www.MediatorPodcast.com
https://www.ValuationPodcast.

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Empowering Creatives: How to Build Community, Strategy, and Success for Artists - Kre8 Spaces, LLC - ValuationPodcast.com

Welcome to ValuationPodcast.com, a podcast and video series covering all things business and valuation. I’m Melissa Gragg, a financial mediator and valuation expert based in St. Louis, Missouri.

Today’s episode is a truly inspiring one. We’re joined by Quintrel Brown, Dwayne Ferguson, and Christian Boyd—three creative entrepreneurs and founders of Kre8 Spaces, a production studio and community hub designed to empower artists, creators, and entrepreneurs. Their mission? To provide the tools, mentorship, and consistent support needed for sustainable creative and financial success.

These three aren’t just running a studio—they’re building a movement. From mentorship to grants, production tools to business strategy, they’re changing the way creatives launch and grow. Whether you’re a young artist, a seasoned entrepreneur, or just someone passionate about supporting the arts, you’ll want to hear their story.

Key Takeaways:

1. Community Is the Catalyst
Kre8 Spaces was founded on a shared mission to uplift creatives—especially young and underserved artists—by providing not only tools but also mentorship and connection. Real growth happens in community, and this space gives artists a place to collaborate, stay accountable, and build lasting relationships.

2. Strategy Over Stardom
Talent and tools aren’t enough. The team emphasizes the importance of having a clear strategy: knowing your end goal, setting short-term targets, and building consistency. Viral moments mean little without the foundation to sustain and monetize them.

3. Resources Go Beyond Equipment
While Kre8 Spaces offers state-of-the-art gear (like 4K cameras, podcast studios, and backdrops), the real value lies in what surrounds it: grant education, legal support, workshops, and mentorship. Creatives gain access to an ecosystem that helps them build sustainable income streams.

4. Creativity Drives Economic Impact
Investing in the arts uplifts entire communities. From tourism to tech, fashion to architecture, creativity fuels innovation and local pride. By supporting artists, cities like St. Louis can retain talent and stimulate cultural and economic growth.

5. Start Small, Stay Consistent, Show Up
Perfection isn’t required—action is. The founders stress that many creators stall waiting for ideal conditions. Instead, focus on building momentum, learning from missteps, and aligning with people who elevate your mission. Success is built through persistence and presence.

Visit Kre8 Spaces

Connect with Quintrel

Connect with Dwayne

Connect with Christian

Melissa Gragg is a seasoned financial mediator and business valuation expert with over 20 years of experience. She specializes in helping couples and business partners navigate complex financial disputes during divorce and separation. As the founder of Bridge Valuation Partners and a key member of The Divorce Allies, Melissa offers neutral, third-party services including business valuations, pension assessments, income analysis, and strategic settlement planning.

https://www.valuationmediation.com
https://www.thedivorceallies.com
http://www.MediatorPodcast.com
https://www.ValuationPodcast.com

Connect with Melissa:
Melissa Gragg 
Expert testimony for financial and valuation issues 
Bridge Valuation Partners, LLC 
melissa@bridgevaluation.com 
http://www.BridgeValuation.com 
Cell: (314) 541-8163

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Hi, welcome to ValuationPodcast.com, a podcast and video series about all things related to business and valuation. My name is Melissa Gragg, and I'm a financial mediator and valuation expert in St. Louis, Missouri.

We're speaking today with Mark Howley about small business success and exit strategies, and his passion is in talking about business, growing business, and public speaking. He also has a podcast that we'll talk about later, but today he's going to share his story about building a business with the exit in mind.

And quite frankly, you guys hear me talking about this a lot—not only how do you grow a business, start a business, and market a business, but if you're not thinking about the end in mind, then I think we get distracted by the pretty logos and all of the fun social media. But quite frankly, there's really a process of starting a business—and then, how are you going to exit or monetize it at the end?

Key Takeaways:

1. Build a Business You Understand Deeply

Mark emphasized the dangers of chasing business ideas you don’t know. He initially considered buying companies in industries he didn’t understand (like potato chips or trail mix) and quickly realized that deep domain expertise is crucial for long-term success. He succeeded by staying in the packaging industry where he already had knowledge, relationships, and leverage.

2. Bootstrap with Discipline and Realistic Expectations

Mark cut his salary by 40%, managed household expenses down to the diaper, and lived lean for four years while growing his company. His message: entrepreneurship is not glamorous at first. You need financial discipline, a clear budget, and the willingness to sacrifice comfort in exchange for long-term freedom.

3. Structure Your Business to Run Without You

One of the key factors that made Mark’s company valuable at exit was his team—not just his own leadership. Buyers aren’t looking to buy you; they want to buy a system with a team that can keep the business profitable after you're gone. Mark built a team with defined roles and documented processes that could operate without his daily involvement.

4. Expect the Sale Process to Be Grueling and Prepare for It

Selling a business is not a handshake deal. Mark shared how potential buyers will climb up your books, dig into every corner of your operation, and often reduce the final price in a "retrading" maneuver. He recommends having annual reviews, financial audits, and a strong attorney to survive due diligence and avoid getting steamrolled.

5. Know Your Value—Then Be Ready to Walk

When approached to sell, Mark didn’t bite at the first offer and wasn’t desperate to exit. This gave him negotiating power. He also warned entrepreneurs not to underestimate the emotional cost of letting go—or the financial risk if the buyer isn’t properly funded. His advice: Know your EBITDA, understand deal terms like holdbacks and earn-outs, and don’t sell unless the offer respects your value.

Connect with Mark - LinkedIn

Mark's Podcast and Website

Melissa Gragg
CVA, MAFF
Expert testimony for financial and valuation issues
Bridge Valuation Partners, LLC
melissa@bridgevaluation.com
http://www.BridgeValuation.com
http://www.ValuationPodcast.com
http://www.MediatorPodcast.com
https://www.valuationmediation.com
https://www.thedivorceallies.com/
Cell: (314) 541-8163

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Importance of Communication and Marketing Alignment - Business Valuation & Mergers and Acquisitions

Welcome to ValuationPodcast.com, your hub for discussions about business and valuation. I'm your host, Melissa Gragg, a mediator and business valuation expert based in St. Louis, Missouri. In this episode, we're joined by Loretta Tarozaite from Las Vegas, a renowned executive presence strategist. We'll delve into the crucial roles of communication and marketing alignment in business, exploring how they contribute to investor confidence, particularly in scenarios like mergers and acquisitions.

Podcast Questions:
Can you explain how cohesive communication and marketing strategies can build investor confidence for companies preparing for mergers or acquisitions?

What is the difference between strategy and execution?

How does storytelling affect your company and leadership presence?

What's the difference between storytelling for personal vs. business brands?

What are the most common communication mistakes you see leaders make, and how do these missteps affect their personal brand and the company’s presence in the market?

Key Takeaways:
The Role of Executive Communication: Executives need to recognize the importance of their involvement in storytelling and brand messaging. Effective communication not only aligns with marketing but also enhances brand equity and leadership visibility, critical during phases like mergers and acquisitions.

Understanding Cohesion in Messaging: Cohesion in communication and marketing is essential. Disjointed messages can lead to confusion internally and externally, affecting brand perception and employee alignment with the company's vision.

Strategic Storytelling: Storytelling is not just about crafting a narrative; it's about making the company's mission relatable and transparent to its audience. This involves all levels of the organization to ensure the message resonates through every medium utilized.

The Importance of Consistent Reevaluation: Founders and executives should regularly review and refresh their communication strategies to ensure they remain relevant and impactful. This is particularly important for businesses contemplating significant transitions like selling the company.

Integrating Executive Teams in Storytelling: Storytelling should involve not just the founder but also key stakeholders within the company. This collective approach helps encapsulate diverse perspectives and ensures a richer, more comprehensive brand narrative.

Connect with Loreta:
loreta@loreta.today
https://www.loreta.today/

Connect with Melissa:
Melissa Gragg
CVA, MAFF
Expert testimony for financial and valuation issues
Bridge Valuation Partners, LLC
melissa@bridgevaluation.com
http://www.BridgeValuation.com
http://www.ValuationPodcast.com
http://www.MediatorPodcast.com
https://www.valuationmediation.com
https://www.thedivorceallies.com/
Cell: (314) 541-8163

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Business Succession: Inherited Trauma and Family Wealth - Generational Wealth and Financial Success

http://www.ValuationPodcast.com 
https://www.valuationmediation.com

Welcome to ValuationPodcast.com, where we explore the intricate world of business valuation and the complex dynamics of family wealth. I'm Melissa Gragg, a seasoned valuation expert and divorce financial mediator from St. Louis, Missouri.

Today, we delve into the profound topic of inherited trauma and its influence on family wealth with special guest Ruschelle Khanna. Ruschelle, an esteemed family advisor, mediator, and therapist, brings her expertise and her new book, "Inherited Trauma and Family Wealth," to the table, discussing how deep-seated family issues can affect financial security and business succession.

Questions Discussed:
Can you explain what inherited trauma is and how it specifically impacts financial behaviors?

What is the impact of inherited trauma / generational patterns on our financial well-being?

What is one immediate step someone can take today to break free from generational financial trauma?

How can people create a new financial legacy without guilt or fear of repeating past mistakes?

If you could give one piece of advice to someone trying to rewrite their financial story, what would it be?

Key Podcast Takeaways:
Understanding Inherited Trauma: Inherited trauma, as Ruschelle explains, isn't just about the psychological patterns passed down through generations; it also includes actual genetic memories and traumas that manifest in family behaviors and personal fears that seem unlinked to one's own experiences.

The Impact on Financial Behavior: Inherited trauma can significantly influence financial decisions and behaviors. Ruschelle discusses how these traumas can lead to profound fears and anxieties about money, which may not always be conscious but deeply affect how individuals and families manage their wealth.

Identifying Inherited Trauma: Identifying whether a fear or behavior is a result of inherited trauma can be tricky. Ruschelle suggests looking at the age when certain fears manifest—often mirroring the age of a past family trauma—as a clue to their origins.

Approaching Financial Wellbeing: Ruschelle outlines practical steps for addressing inherited financial traumas, such as understanding the specific ways trauma affects one's sense of security, emotional connection to money, and ability to make sound financial decisions.

Therapeutic Solutions and Family Governance: Ruschelle advocates for both traditional therapeutic approaches and practical measures like setting up strong family governance structures to manage and mitigate the effects of inherited trauma on family wealth and business operations.

Connect with Ruschelle:
https://www.ruschellekhanna.com/
https://www.linkedin.com/in/ruschelle-khanna-lifestyle-for-legacy/

Buy Ruschelle's book here:
https://www.lifestyleforlegacy.com/book

Connect with Melissa:
Melissa Gragg 
CVA, MAFF
Expert testimony for financial and valuation issues 
Bridge Valuation Partners, LLC 
melissa@bridgevaluation.com 
http://www.BridgeValuation.com 
http://www.ValuationPodcast.com 
http://www.MediatorPodcast.com 
https://www.valuationmediation.com
https://www.thedivorceallies.com/
Cell: (314) 541-8163

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Valuing the Future | Business Valuation Case Studies - Estate Planning Strategies

Welcome to ValuationPodcast.com, where we delve into the intricacies of business and valuation. I’m your host, Melissa Gragg, a seasoned financial mediator and business valuation expert based in St. Louis, Missouri.

Joining us today is Michael Koeppel, a veteran in valuing and financing firms across technology and manufacturing sectors, and the principal of Lakelet Advisory Group in New York. This episode continues our exploration of critical valuation issues, focusing today on future business valuation and estate planning—essential topics for every business owner pondering their next strategic move.

Topics discussed:
Why is a business valuation needed in estate planning?
Converting to S-Corporations
Moving shares into a trust & gifting to the family
Can you explain the impact of current tax laws on business valuation for estate planning?

Key takeaways:
The Importance of Independent Valuation: The discussion emphasizes how crucial it is for business owners to have an independent evaluation to provide a realistic estimate of their company's worth, which is often overestimated by owners themselves.

Planning and Updating Valuations: Michael stresses the need for thorough planning and regular updates in business valuation, particularly for estate planning purposes. A failure to regularly update business valuations can lead to significant discrepancies in understanding the company's current value.

Understanding IRS Requirements: The episode covers specific IRS requirements for estate planning and business valuation, including the necessity of having an accredited business evaluator and the need to justify the chosen valuation method among the income, asset, and market approaches.

The Role of Strategic Planning in Valuation: The conversation highlights how strategic planning goes beyond mere number crunching. It involves understanding market dynamics, the internal capabilities of the firm, and future potential, all of which should be reflected in the valuation.

Legal and Tax Implications: There’s an in-depth discussion about the legal and tax implications involved in business valuation, particularly when transferring ownership through family generations or selling the business. The dialogue underscores the complexities of aligning business valuation with tax planning and legal structures to optimize outcomes.


Connect with Michael:
Michael Koeppel
https://www.lakeletag.com/
Email: MKoeppel@LakeletAG.com
https://www.linkedin.com/in/michaelkoeppel/

Connect with Melissa:
Melissa Gragg 
CVA, MAFF
Expert testimony for financial and valuation issues 
Bridge Valuation Partners, LLC 
melissa@bridgevaluation.com 
http://www.BridgeValuation.com 
http://www.ValuationPodcast.com 
http://www.MediatorPodcast.com 
https://www.valuationmediation.com
https://www.thedivorceallies.com/
Cell: (314) 541-8163

financial mediator,financial mediation,financial mediator near me,financial neutral,financial mediation near me,valuation mediator,business evaluation,business evaluator,valuation mediation,business valuation expert,valuing intellectual property,business evaluation expert,estate planning, estate planning expert, estate taxation, estate planning valuation, estate valuation, evaluation expert estate, estate evaluation, estate evaluation

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Business Valuation Case Study Example - Complexities of a Software Valuation & How to Use Mediation

Hello and welcome to ValuationPodcast.com, where we delve into all things business and valuation. I'm your host, Melissa Gragg, a financial mediator and business valuation expert based in St. Louis, Missouri. Joining me today is Michael Koeppel, who brings over three decades of experience across technology, manufacturing, and service sectors.

Michael is the founder of eCapital Financing, aiding startups in the LA and Western New York areas, and he also leads Lake Lit Advisory Group in New York. In our podcast series, we will explore various valuation cases, highlighting the unique challenges and strategies each presents. So, let’s dive right into today’s discussion on software valuation within the automotive industry. Michael, welcome to the show! How are you today?

Key Podcast Takeaways:
Complexity of Intellectual Property (IP) in Business Valuations: This podcast highlighted the intricate role of IP in business valuations, especially when dealing with specialized software in the automotive industry. This emphasizes the need for evaluators to have a deep understanding of both the technical aspects and the industry context.

Challenges of Expanding into New Markets: The case study under discussion brought out the complexities and risks associated with scaling a business into new sectors. It underscored the importance of evaluating the potential risks and rewards, considering the drastic differences between industries like automotive and aerospace.

Impact of Internal Disputes on Business Value: This podcast illustrates how internal conflicts and disagreements over the direction of a company can significantly affect its valuation and operational stability. These disputes can lead to litigation, which might stall business growth and erode value.

Importance of Detailed and Forward-Thinking Agreements: This episode stressed the critical need for clear, comprehensive, and forward-thinking partnership agreements. These agreements should outline the handling of IP, profit-sharing, and procedures in case of dissolution or disputes to avoid contentious situations.

Role of Mediation in Resolving Business Disputes: The podcast advocated for mediation as a less contentious and more cost-effective alternative to litigation. Mediation can expedite resolutions, maintain relationships, and potentially save businesses from the detrimental effects of prolonged disputes.

Connect with Michael Koeppel:
https://www.lakeletag.com/
Email: MKoeppel@LakeletAG.com
https://www.linkedin.com/in/michaelkoeppel/

Connect with Melissa:
Melissa Gragg 
CVA, MAFF, CDFA 
Expert testimony for financial and valuation issues 
Bridge Valuation Partners, LLC 
melissa@bridgevaluation.com 
http://www.BridgeValuation.com 
http://www.ValuationPodcast.com 
http://www.MediatorPodcast.com 
https://www.valuationmediation.com
https://www.thedivorceallies.com/
Cell: (314) 541-8163


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