By completing this M&A Master Class you will be better prepared to
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Develop a robust framework for negotiations with counterparties
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Negotiate agreements to maximize the economic benefit of a transaction
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Improve your understanding of key issues and best practices
May 20, 2022
Curriculum
M&A negotiation principles
Sergio Letelier
- 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
- Case study: Pierre Foods Acquisition of Advanced Foods
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
Faculty
Sergio Letelier is Vice President and Deputy General Counsel - Corporate, Securities and M&A at Hewlett Packard Enterprise. In this capacity, Sergio and his team are responsible for global M&A, Corporate Compliance and Governance matters, and support to HPE’s worldwide Tax Department around corporate restructurings.
Previously, he led the International Operations team of HP’s Corporate Securities and M&A legal section, ensuring oversight and management of M&A transactions in EMEA, governance matters across HP’s subsidiary structure and support to HP Tax.
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 has been teaching for the Institute since 2017.
Awarded Upon Completion
You will receive:
- A tombstone for your desk
- CLE and CPE credit
- Course certification for LinkedIn
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