This course forms module 2 of the Expert Strategies and Negotiation Techniques in M&A Training Week Every year millions of dollars change hands on mergers, acquisitions. The high stakes, extreme time pressure and limited understanding of how to manage the negotiation process causes mistakes to happen. This programme focuses on negotiating the key aspects of the transaction which impact value for both buyer and seller and on creating the right framework and strategy for enhancing value to the seller or retaining value for the buyer.
The early part of the course places considerable emphasis on initial negotiating tactics in M&A deals. In particular, when viewed through the eyes of a seller, the course covers the general tactics that may be deployed in enhancing the value of the assets or business for sale. The programme then develops by explaining the structural points of an offer that could impact on valuation, and how these might be negotiated.
Participants will gain a sound knowledge of the negotiation challenges within the M&A process and how these can best be managed.