Private Equity Negotiations
Combine key commercial aspects with behavioural and psychological drivers to successfully negotiate and design value-creating private deals.
Through diligent systematic preparation, you can control the deal process and avoid common pitfalls experienced during complex and lengthy negotiations.
Become confident at examining the financial and economic terms and conditions of buyouts, growth and early-stage investments.
Understand the wide range of components involved with seller earn-outs.
Gain insight into the impact that management incentive plans have on private equity deals.
Learn how to recognise risks and respond to pitfalls during the negotiating process, depending on stakeholders’ goals, objectives and motivations.
Build strategies that unearth valuable information during the negotiation process.
Ensure you create and capture value at the bargaining table.
Build trust with counterparties.
Gain an executive who will:
Understand the process of creating and claiming maximum value for your business.
Be empowered to structure value-creating deals that involve multiple complex issues across stakeholders.
Be able to communicate the implications of the deals to stakeholders.
Increase your business’ overall organisational agility in responding to private deal negotiations.
Mentor your business’ talent and develop teams’ negotiating competencies.
Future-proof your deal portfolio to gain long-term competitive advantage.
Attendees can include, but are not limited to:
Entrepreneurs and business founders
Private capital fund investors
Merger & acquisition specialists
Private capital fund advisors
Accelerator or crowdfunding platform managers
Professional management teams
Business operators responsible for negotiations
Consultants, accounts, and attorneys
years of experience required
Focus on preparation – understand how the technical aspects and psychological drivers of investors can lead to different outcomes – and keep you on the front foot throughout the negotiation process.
Explore how commercial terms and conditions impact ultimate deal success.
Gain a deeper understanding into how investors’ commercial and psychological drivers can affect negotiation outcomes.
Learn to deal with complex and emotionally charged negotiations and develop the mindset that will increase long-term deal success for all involved parties.
Unlock the power of systematic preparation and principled approaches when negotiating terms.
Understand how to manage emotions and guide internal and external conversations to keep deals on track.
Learn how to save deals jeopardised through less-than-optimal last-minute diligence findings.
Access the latest research from two world-leading academics – Florin Vasvari, an expert on accounting information, management controls and private market investing, and Niro Sivanathan, a leader in organisational behaviour and negotiations.
Learn first-hand from guest speakers from the private deal sphere and draw on their experiences of private equity negotiations.
Practice your negotiating skills through live interactive simulations and feel confident in your ability to face all types of negotiations.
Sharpen your skills through studying the latest case studies, taught by the experts who wrote them. You’ll cover multiple topics that teach how to navigate important deal aspects, such as structuring, debt financing, and integration and transition issues.
Work collaboratively, build connections and share valuable industry insights with your cohort, comprised of professionals from a diverse range of cultures and industries.
Session 1: Introduction to private equity transaction processes & market overview
Discuss key players and the deal due diligence process, including evaluating target company financial health and performance, compliance, market dynamics and risks and opportunities.
Study a market overview, explaining typical private capital fund economics.
Session 2: Leveraging influence at the deal table
Draw together extant knowledge on decision-making and the psychology of influence.
Analyse the influence tactics and strategies, including cognitive structures and the presentation of information, have on negotiations.
Session 3: Negotiation of venture deals
Discuss principled negotiation preparation and how to capture value at the bargaining table.
Learn tools and tips that help build success throughout the negotiation process – from early-stage valuations to exit considerations.
Session 4: Negotiation of buyout deals with sellers
Examine different approaches to negotiations that can improve efficiency and learn how to employ a scoring system to standardise processes.
Focus on important deal aspects, using case studies to explore specific issues and how to navigate them in different scenarios.
Session 5: Negotiation of management incentive plans
Augment foundational components already covered on the course with further advanced value-creating, integrative strategies to help negotiators grow value, align interest and negotiate for the partnership ahead.
Gain in-depth insights into incentive structures, performance metrics, clawback provisions and other key parts of the negotiation process.
Session 6: Negotiation of governance agreements
Gain deeper insight into organisations’ governance arrangements, including the 100-day operational plan, value-creation strategies, board compositions, and regulatory requirements.
What is the application process?
You can apply to the programme of your choice online. Acceptance is not automatic and your application will be reviewed by our team of Programme Consultants to ensure the best fit between applicants and programmes. Spaces on our programmes can fill up quickly so we encourage you to apply early and ensure your application is as comprehensive as possible.
Will I have to do any preparation before attending the programme?
You'll receive communication from your Programme Manager around six weeks before starting the programme. The information we send will direct you to our online learning platform which will include the programme timetable, pre-programme reading and preparation work, and an introduction to your fellow participants.
Do I need to obtain a visa if I’m coming from overseas?
Visa requirements vary depending on your nationality and country of residence. We encourage you to use the ‘check if you need a visa’ tool or to consult the UK consulate or embassy in your home country.
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Professor of Accounting; Chair, Accounting Faculty; Academic Director, Institute of Entrepreneurship and Private Capital
Professor of Organisational Behaviour; Chair, PhD Programme
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