By completing this M&A Master Class you will be better prepared to

  • Develop a robust framework for negotiations with counterparties

  • Negotiate agreements to maximize the economic benefit of a transaction

  • Improve your understanding of key issues and best practices

May 20, 2022


M&A negotiation principlesSergio LetelierSergio 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


Sergio LetelierSergio 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.

Awarded Upon Completion

You will receive:Certificate of Completion for LinkedIn

  • A tombstone for your desk
  • CLE and CPE credit
  • Course certification for LinkedIn


This M&A Master Class will run live online on
Friday May 20, 2022 from 10:00am - 4:30pm (CST)


M&A Agreements | October 2022

This M&A Master Class will focus on the specific decisions, information, and actions that will likely be required during an acquisition process.
Transaction Advisors Institute M&A Agreements Master Class

Would you like to discuss this program with someone from the Institute?