Complete this M&A course to:

  • Avoid strategic missteps in M&A negotiations

  • Head-off risks to realizing the economic benefit of a transaction

  • Limit uncertainty and post closing disputes

Curriculum | M&A Negotiation Master Class

M&A negotiation principles

  • Understanding personas and deal dynamics
  • Establishing trust, building coalitions, and communicating persuasively
  • Planning and implementing a distributive negotiation strategy
  • Understanding decision-making frameworks in negotiations
  • Defining bottom lines and deal targets / BATNAs
  • Setting expectations for negotiation outcomes
  • Determining the counter parties decision structures
  • Exercise: self-assessment of your negotiating style


Forming a negotiation team for each deal

  • Negotiating in multi-party situations
  • Negotiating deals in an accelerated process
  • Negotiating deals in a slow process or with an extended close period
  • Negotiating acquisitions with current business or JV partners
  • Negotiating deals during a rapidly changing environment
  • Navigating deals with founder dynamics
  • Working with emotional counterparties


Advanced negotiation methods

  • Understanding the effect of culture on M&A negotiation
  • Working with risk averse or emotional negotiators
  • Trust and ethics in negotiation / deal with lying
  • Dealing with deal leaks / leaking deals to influence the negotiation process
  • Effective negotiations with the counterparties M&A advisors
  • Understand interests, rights, and approaches to dispute resolution
  • Dealmaking simulation: participate in a multicultural, multiparty, multi-issue simulation


Upon completion you will receive 5.5 CLE credit hours (if applicable) and a Certificate of Completion.

M&A Negotiation Master Class

You will also be invited to join a confidential discussion space for exchanging ideas, best practices, recommendations, and information with other M&A Master Class alumni.  

Faculty | M&A Negotiation Master Class

Sergio Letelier is Senior Vice President and Head of Corporate Development at Hewlett Packard Enterprise.

Previously, he was Deputy General Counsel - Corporate, Securities and M&A, which included responsibility for Corporate Compliance and Governance matters as well as support for HPE’s worldwide Tax Department around corporate restructurings.

Mr. Letelier joined HP France’s legal department in 2002 as corporate lawyer. He subsequently joined HP’s Corporate, Securities and M&A EMEA section in 2004 and worked on a variety of M&A transactions, integrations, restructurings and governance matters before assuming the role of Corporate, Securities and M&A International Operations Director in 2008.

He earned a Master’s and a Postgraduate degree in Law from the University of Paris Pantheon-Sorbonne, a Master of Laws from the University of Cologne in Germany, and a Postgraduate degree in taxes and international financial strategy from HEC Paris.

He has been teaching for the Transaction Advisors Institute since 2018.


  • I took a lot of new skills for my "negotiation toolbox" from this course, that I will apply on deals going forward. The facilitator was excellent, and the attendees varied with a wide range of experiences to share.

    M&A Senior Manager at Dentsu

  • Enjoyed learning and connecting with others through real stories of the issues others have faced and the potential solutions to navigate sticky situations. It helped to not only validate a lot of what I had been intuitively doing so far in my career, but also provided a more holistic toolkit for me to apply going forward.

    Corporate Development - Senior Deal Lead at Block

  • Course, content and instructor were all top notch. Sergio provided valuable tools and examples that can be put to use in any M&A or other negotiation.

    Director, Corporate Development at Sony

  • I have had the opportunity to take multiple negotiations courses throughout my professional career and this one is by far the best! Content included a myriad of practical tools to use, various frameworks with which to apply those tools, and most importantly, negotiating strategies and scenarios. Excellent course that I highly recommend!

    Director, Corporate Development at ONEOK

  • Highly recommend this course to up your M&A negotiation game. It will help you understand when tactics are being used against you, how to counterbalance them, and, conversely, when to introduce the right tactics to help advance the deal in your favor.

    Sr. Director, Corporate Development at Billtrust

  • This was my first web-based Transaction Advisors Institute course. Sergio was great - he gave great examples that related to both work and life outside of work that made concepts very clear and understandable.

    Corporate Development Manager at Owens- Illinois

  • Sergio was phenomenal! His wealth of knowledge with years of experience and was able to share a broad range of perspectives that were relevant across many different situations and industries!

    Business Development Principal at Express Scripts

  • The Negotiation Master Class provides the practitioners from Corporate M&A at different levels with immensely valuable learnings, nuggets and ready-to-use techniques and skills.

    M&A and Corporate Development

Who Should Participate

M&A Master Classes are solely for public-company corporate development and integration leaders, in-house M&A counsel, chief financial officers, chief executive officers, board members, and private equity investors. See past M&A Conference Speaking Faculty. If you are a qualified corporate M&A professional.

Registrations for individuals who are not in-house M&A professionals will be canceled and refunded, less a $100 bank fee.  

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