Invest Europe Training
28 - 29 November 2019
What is it?
The ability to negotiate effectively is a powerful tool which can make or break a private equity deal, both when acquiring a new portfolio company and when exiting one. This two-day negotiation skills training will help you:
- Prepare quickly, efficiently and effectively for all types of private equity negotiations
- Develop a deeper understanding of the two main types of negotiation, different types of negotiators, and their different methods and goals
- Appreciate the different outcomes of, and alternatives, to a negotiation
- Learn how to develop greater negotiation powers such as the use of precedent, competition, time and authority
- Understand negotiation tactics and tradables, how to use them skilfully and how to respond to them when used on you
- Practise your negotiating solo and in teams to ensure the knowledge and skills stay when they are most needed
- Think, reflect and observe others negotiating on both sides of a negotiation.
Why should you attend?
Negotiation skills are key to the successful outcome of a deal. Having the necessary skills will give you confidence to approach deals in the right manner and to get closer to your desired outcome. The objective of this training is not only to give you key knowledge on the subject but also to allow you to practice your negotiating skills with peers from all over Europe in a friendly collegiate and experimental environment.
Who should attend?
All private equity practitioners who want to build on their negotiation techniques are welcome to attend.
THURSDAY 28 NOVEMBER 2019
8:30 - 9:00 Registrations
9.00 – 10.30 Negotiating: introduction, timetable, context, goals, PE scope, key areas of focus, preparation, and the “Funnel”.
10:30 - 10:50 Coffee break
10.50 – 12.30 Practical session: one-on-one negotiations using set case study; briefing, results, debrief.
12:30 - 13:30 Lunch
13.30 – 15.00 Negotiating outcomes, strategies, tactics, styles, and sources of negotiating power.
15:00 - 15:20 Coffee break
15.20 – 16.30 Practical session on a PE case study, one-on-one.
16.30 – 17.30 Group Negotiations – roles, problems and solutions, and team dynamics. teams chosen and team case study handed out
18.15 – 19.00 Welcome reception at the Invest Europe offices (Bastion Tower, Place du Champ de Mars 5, 1050 Brussels)
19.15 - 21.30 Networking Dinner
FRIDAY 29 NOVEMBER 2019
9.00 – 10.30 Practical team negotiation session – standard case study
10.30 – 10.50 Coffee break
10.50 – 12.30 Practical team negotiation session – PE case study
12.30 –13.30 Lunch
13:30 - 15.00 Pair session – using own case study, share issues and practice a real negotiation
15:00 - 15:20 Coffee break
15:20 - 16.30 Plenary session: round table discussion, plenary questions and answers, and ‘What If’ scenarios. Closing, reflective time with discussion, and key learning points, feedback.
Accommodation information will be available closer to the event.
Fees, method of payment and cancellation
Course Fee (excluding accommodation)
Invest Europe Members: €1,600
21% VAT will be added.
The above prices also include all material relating to this course as well as coffee breaks, lunches and dinners for the duration of the course. Hotel accommodation is not included in the course fee.
Participants are requested to pay by cheque, banker's draft, bank transfer or credit card in EURO as shown on the Application Form. Applications sent after 28 October 2019 should be paid by credit card.
Bank transfers: should be made net of bank charges and commission to the following bank: ING Avenue Marnix 24, B-1000 Brussels
International bank transfer account number: IBAN BE33 3300 5785 0046 SWIFT/BIC: BBRUBE BB
Domestic bank transfer account number: 330-0578500-46
A copy of the bank transfer should be sent together with the application form. To avoid any confusion, participants are requested to indicate clearly their names and addresses on transfer orders and cheques. Confirmation of registration for fees and practical information will be sent after receipt of the application form and payment. For late registrations (see above), we require payment via a credit card.
Cancellations can only be accepted if received (in writing) by 28 October 2019. Fees (less 20% administrative charges) will then be refunded. After this date, delegates will be liable for the full fee.
In case of cancellation, a substitution between members of the same company is still possible at any time.
The working language of the course will be English.
To register for Invest Europe's Negotiations course, the candidate should submit the application form and proof of payment. Invest Europe maintains the right to refuse the registration if it is not accompanied by all the supporting documents.
Due to the high demand for Invest Europe Training courses, priority is given to Invest Europe's members. Registrations will be handled on a first-come first-served basis. Any registration received after 28 October 2019 should mention a credit card number for the payment of course fees.