M&A Negotiation Master Class

Exclusively for Corporate M&A Professionals

M&A Negotiation Master Class

FEBRUARY 12, 2027 | LIVE-ONLINE

$1,500 | $0 for Members Become an All Access Member

Sergio Letelier's M&A Master Class provides an insightful look at the key considerations when negotiating a complex corporate transaction. With a calibrated blend of theory and applied methods, this program guides participants through a collection of tactics that carefully move transactions forward.

Avoid strategic missteps in M&A negotiations
Head-off risks to realizing the economic benefit of a transaction
Limit uncertainty and post closing disputes

FRIDAY, FEBRUARY 12 | 10:00 AM - 12:00 PM CST

Section 1: M&A negotiation principles

Establishing trust through principled negotiation
Understanding personas, game theory, and typical acquisition dynamics
Planning and implementing a distributive negotiation strategy
Understanding decision-making frameworks and behavioral economics in negotiations
Defining bottom lines, anchoring commitments, and deal targets / BATNAs
Setting expectations for negotiation outcomes through framing, reciprocation, and other approaches
Leveraging negotiation techniques including silence, anchoring, contract, and other frameworks

FRIDAY, FEBRUARY 12 | 12:30 PM - 2:15 PM CST

Section 2: Crafting a negotiation strategy

Negotiating in competitive deal situations and action processes
Reaching an agreement through an accelerated deal process
Negotiating deals in a slow process or with an extended close period
Getting to a consensus with current business or JV partners
Bargaining during a rapidly changing macro or competitive environment
Discussing terms with founders and start-up management teams
Working with emotional counterparties with an understanding of neuroscience

FRIDAY, FEBRUARY 12 | 2:30 PM - 3:30 PM CST

Section 3: Advanced negotiation methods

Clearing the chache and other pre-game routines
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
Working with risk averse or emotional negotiators
Sequencing negotiations on caps, baskets, de minimis, and price
Understand interests, rights, and approaches for dispute resolution

Sergio Letelier, Senior Vice President and Head of Corporate Development, Planning & Strategy at Eaton Corporation

Previously, he was Head of Corporate Development at Hewlett Packard Enterprise (HPE). and was HPE's 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.

He has been teaching for the Institute since 2018.

Exclusively for Corporate M&A Professionals

Designed for Corporate M&A Teams

The Institute's M&A Master Classes provide focused, technical deep-dives into critical phases of the transaction process. Each is designed for corporate M&A teams, enabling them to engineer greater structural integrity within specific transaction workstreams.

Credits: 4.75 CLE / 5.50 CPE. The Institute is accredited in Illinois. Reciprocity may be available.

“I took a lot of new skills for my 'negotiation toolbox' from this M&A Master Class that I will apply on deals going forward. Professor Sergio Letelier was excellent and the attendees varied with a wide range of experiences to share."

M&A Senior Manager

Dentsu

Corporate Development - Senior Deal Lead

Block

"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."

Director, Corporate Development

Sony

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

Director, Corporate Development

ONEOK

"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!"

Sr. Director, Corporate Development

Billtrust

“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.”

Corporate Development Manager

Owens- Illinois

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

Business Development Principal

Express Scripts

"Professor Sergio Letelier 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!"

Exclusively for Corporate M&A Professionals