The Art of Negotiating for Mergers & Acquisitions

The Art of Negotiating® for Mergers & Acquisitions addresses the advanced and highly complex role of negotiation in corporate mergers and acquisitions.

A seasoned instructor, typically with degrees in both business and law, will guide participants through an interactive session covering the entirety of the M&A process, providing valuable strategies and tactics on each stage of transition. Participants will examine the purpose of the merger or acquisition, whether the resulting company is consistent with the existing organization, its internal operations, and the organization environment.

Instructors are able to provide specific advisory and consulting services regarding due diligence, post-M&A integration, as well as providing on-going support for as long as required.

The program will be customized to address either specific concerns/stages of the process, or provide a complete solution to the M&A needs of your organization.

In The Art of Negotiating® for Mergers & Acquisitions, participants will learn to:

  • Make positive, profitable decisions
  • Build strong relationships with key stakeholders
  • Improve all aspects of communication
  • Ask important questions related to the availability of capital and other resources, personnel, the level of risk involved, the timeline, and feasibility
  • Develop preparation skills necessary for negotiation
  • Deal through intermediaries and management stockholder support
  • Develop a strong BATNA (Best Alternative(s) To a Negotiated Agreement)
  • Recognize and practice non-verbal communication
  • Select the proper negotiating ‘climate’ to increase the odds of success
  • Master offensive/defensive strategies such as crossroads (intersect, entwine, entangle), bracketing (how to make and hit the mark), reversal (go forward or backward) and other powerful techniques
  • Reduce the risk of deadlock
  • Reinforce a negotiating success once it’s achieved

Organizations across the US have experienced the benefits and success of this program, gaining an advantage that has proven to be crucial in the mergers & acquisition process. The Art of Negotiating® for Mergers & Acquisitions will provide your organization with the tools to achieve maximum results.