Virsto (B)
Part B describes the challenging negotiations that Davis went through with VMware to finally arrive at a price before both sides reached the dreaded “deal fatigue.” After presenting the price to his board, one board member asserted that he wanted to bring in his own lawyer to negotiate the remaining terms of the deal. At that point, the board member’s request felt as if it had the potential to undermine the hundreds of hours Davis had spent in due diligence and negotiations over the previous weeks. After coming this far, he was going to have to decide how hard to push back on his own board member to fight for the issues that were of highest priority to him, versus continuing to push the deal terms towards what could possibly be the breaking point.
Also see E571A: Virsto (A).