Negotiating Mergers and Acquisitions

by Peter Howson

This course takes you through the negotiation process, making sure you are well prepared, that you understand what will come up in the initial stages of the negotiation, and know what's needed to finalise the deal.

This course is not currently available

This course will enable you to

  • Feel confident when negotiating
  • Ensure your offers are appropriate from the other party's view
  • Ask the right questions to cover all your needs
  • Focus on the details of your deals without losing sight of the overall picture

About the course

Negotiation is a scary prospect for many and, when it's a merger or acquisition that you're negotiating, the stakes are high. But the best negotiation happens when both sides get what they want, so the blustering bully of the negotiation stereotype is most likely inexperienced, floundering and easily countered. It all comes down to a few simple rules.

This course takes you through the negotiation process, making sure you are well prepared, that you understand what will come up in the initial stages of the negotiation, and know what's needed to finalise the deal.

Look inside

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Contents

  • Preparing to negotiate
    • What are the basics of negotiating?
    • Who can negotiate?
    • How can we prepare to win?
    • Who are we negotiating with?
    • What does the other party want?
  • The negotiation process
    • How do we trade?
    • How can we take charge?
    • Why ask questions?
    • How do we ask better questions?
    • Why aim high?
    • What does success look like?
  • Initial stages
    • What are Heads of Terms?
    • What about confidentiality agreements?
    • How should we structure the offer?
    • How can we negotiate the best purchase price?
    • What other structuring issues are there?
    • How do we negotiate an engagement letter?
  • Final stages
    • How can we negotiate an earn-out?
    • How else can we bridge the gap on price?
    • What representations, warranties, disclosure and indemnities can we negotiate?
    • What restraint / non compete clauses should we negotiate?

How it works

Author

Peter Howson

Author of four books on mergers and acquisitions and has over 25 years experience on the subject.

Reviews

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This course is not currently available. To find out more, please get in touch.