PRIVATE EQUITY
NEGOTIATION AND
ADVANCED DEAL
STRUCTURING
2-DAY COURSE
Book your place at
www.peimedia.com/negotiation
Learn how to successfully manage live negotiations and structure deals for optimum outcomes
This highly practical and interactive training course will hone your negotiation and
deal structuring skills, providing an invaluable toolkit and skills that can
immediately be put into practice.
The course provides an overview of all the key issues in advanced negotiating and
deal structuring and includes simulated deal negotiations to get your skills up to
speed quickly.
Pit your wits against fellow delegates within the confines of this high pressure but
‘safe’ environment. Mistakes will not cost you the deal and can be actively
remedied so that you come out of the course fully prepared for successfully
managing ‘live’ situations.
WHAT YOU WILL LEARN
• The importance of good negotiation and the impact on business goals • The core principles of good negotiation and how to apply them successfully
• Anticipating your counterparts’ response and how to take advantage of this foreknowledge • How to structure advanced deals
• Common negotiation pitfalls and how to overcome them • Building credibility with management teams
OVERVIEW
We continue to send our
analysts to these highly
practical courses to further build
their knowledge of private
equity from seasoned
practitioners
Jane Sutherland, Operations Director, MVision Private Equity
Over 2 days you will gain a thorough and practical understanding of negotiation
and advanced deal structuring. The course comprises interactive and in-depth
sessions including negotiating simulations to help you hone your skills.
The role of negotiations in
private equity
Why negotiation skills are
critical in private equity
• Different types of negotiators
• Understanding entrepreneurs and alignment of interests
• Culture, objectives and shared understanding • Stakeholder objectives and limits
Core principles of negotiations
• Foundations of sound negotiation • Framing
Moving beyond core principles
• Approaches and tactics • Positional bargaining • Principled negotiation
• Anticipation and analysis of your counterpart’s actions
• Formulating a negotiation plan in team settings
Generating proprietary deal flow
• Building and maintaining credibility with existing and prospective management teams
Advanced deal structures –
tools and techniques
• Different types of debt and leveraging issues • Equity structuring
• Hybrid financing • MBO models
Determining key terms in
shareholder agreements
Why are spreadsheets the most
dangerous thing in private equity?
• Beyond the spreadsheets and decision support tools
• Private equity best practice
Case scenarios and practical
negotiation exercises
• Auction scenarios • Family run companies
• Buyouts – the 3 cornered challenge • Interpreting management priorities and
concerns
COURSE CONTENT
Case studies will be used
throughout the course
Garry Sharp has 25 years’ experience as a practitioner, consultant and adviser in the private equity and venture capital markets, and has provided training in the industry since 1990. He is an independent director of a bank owned PE fund in Mauritius, Executive Editor of the UK Institute of Chartered Accountants’ Corporate Finance manual, non-executive director of a privately owned recruitment company in the UK and adviser to a PE fund manager in Cairo.
Garry has delivered private equity and related courses in Western and Eastern Europe, Dubai, Bahrain, South Africa, Zimbabwe, Ghana, Nigeria, Zambia and Tanzania. He has also had 7 books published on the topics of private equity, management buy outs and mergers and acquisitions. Visit www.peimedia.com/negotiationfor a full biography
ABOUT THE TRAINER
Managing challenges,
complexity, conflicts and
stalemates
Partnerships and exits
Succession issues for private
companies
This advanced course is designed
for professionals who are ready to
progress their careers and add
greater value to their firms. They
may already be advancing into the
front line of working with
management teams and are
getting extensively involved in
originating, negotiating and closing
private equity transactions. They
will already have a strong
grounding in the core
fundamentals of private equity and
will be fluent with the mechanics
of structuring and valuation.
YOU’LL BE IN
GOOD COMPANY
Delegates from the following companies have attended one of our training courses:
• 3i
• Abraaj Capital
• Abu Dhabi Investment Authority • Actis
• August Equity
• Brunei Investment Agency • Cambridge Associates • Canada Pension Plan • CLSA Capital Partners • Coller Capital • Dunedin
• EEA Fund Management • Finnfund • Fondinvest Capital • Gartmore • Greenpark Capital • Kenda Capital • Lyceum Capital
• MVision Private Equity Advisers • NBK Capital
• Ontario Teachers' Pension Plan • Northern Trust
• Permal Capital Management • Permira
• SJ Berwin • Standard Bank • The Carlyle Group • Tokio Marine Capital • UBS
• Vision Capital
WHO IS THIS COURSE FOR?
• Expert faculty – Our trainers are seasoned specialists and highly regarded industry practitioners, bringing you the latest in teaching techniques, thought leadership and real-world application. • Optimal learning environments – Our courses are strictly limited to
small class sizes to ensure a greater level of interaction between our trainers and class members.
• Valuable collateral – All attendees receive substantial course material for ongoing reference as well as discounts on our magazines, books, directories and databases.
• Alumni network – All attendees benefit from joining our global online group of alumni professionals, enabling them to build a valuable network and exchange ideas with like-minded contacts. For more information please contact
Kapriel Kasbarian, Head of Training:
Email: [email protected] Tel: +44 (0)20 7566 5437
Private Equity International is the world's leading source
of private equity intelligence. Our training division is
geared to deliver a high quality and practical learning
experience. Here are several reasons why leading
institutions choose us as their training provider:
WHY TRAIN WITH US?
BESPOKE TRAINING SOLUTIONS
We also offer bespoke in-house training where you define the course requirements and we provide the right people and the right structure to deliver a unique training experience and address your business challenges. If you have a specific training requirement or have a large group, talk to us about our tailored in-house training solutions.
