Online Course on Negotiating
Mergers and Acquisitions
Negotiation is a scary prospect for many and when it’s a merger or acquisition that you’re negotiating the stakes are high.
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.
Understanding how to Negotiate Mergers and Acquisitions
enables the learner 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
Learning outcomes of Negotiating Mergers and Acquisitions
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 become good at this?
• Why aim high?
• What does success look like?
• 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?
• 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?
Target audience for Negotiating Mergers and Acquisitions
Accounting and finance professionals in practice and in industry.
About the author of Negotiating Mergers and Acquisitions
Peter Howson is a director of AMR International, London’s leading independent provider of commercial due diligence. He has so far worked on over 200 due diligence assignments.
In addition he has over 25 years of mergers and acquisitions (M&A) and business development experience gained both in industry and as an adviser.
Prior to joining AMR in 1998, Peter worked at United Engineering Steels (a joint venture between British Steel and GKN), TI Group, T&N and spent three years in corporate finance at Barings.
At TI Group he worked in its Spanish joint venture with the Japanese company Kayaba and subsequently on 70 transactions, which transformed TI from a UK based supplier of commodity products to a global manufacturer of niche engineering products.
At Barings he was a member of the Corporate Finance team concentrating on manufacturing industry.
Peter has a degree in Economics, is a CIMA qualified accountant and holds an MBA from Manchester Business School. He has written three M&A and due diligence related books:
• Due Diligence: The Critical Stage in Acquisitions and Mergers, published by Gower April 2003
• Acquisition Essentials: A Step-by-Step Guide to Smarter M&A Deals (with Denzil Rankine), published by FT/Prentice Hall October 2005
• Commercial Due Diligence: The Key to Understanding Value in an Acquisition, published by Gower May 2006
Learners take their own route through the topics covered in the course. They will learn at their own pace through a variety of activities designed to accommodate a range of learning styles.
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