PRIVATE EQUITY NEGOTIATION AND ADVANCED DEAL STRUCTURING

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1 PRIVATE EQUITY NEGOTIATION AND ADVANCED DEAL STRUCTURING 2-DAY COURSE Learn how to successfully manage live negotiations and structure deals for optimum outcomes Book your place at

2 OVERVIEW 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 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

3 COURSE CONTENT 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

4 Managing challenges, complexity, conflicts and stalemates Partnerships and exits Succession issues for private companies Common dilemmas Case studies will be used throughout the course ABOUT THE TRAINER 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 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 for a full biography

5 WHO IS THIS COURSE FOR? 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

6 WHY TRAIN WITH US? 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: 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 protected] Tel: +44 (0) 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. Phone Kapriel on +44 (0)