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Negotiations Image

Negotiations

Online training
7 - 9 Oct 2020
Add to calendar 2020-10-07 09:00 2020-10-09 16:30 Europe/Brussels Negotiations Introduction to key negotiation tactics: how to use them and how to respond to them effectively, both in face-to-face and online settings. The emphasis of the course on negotiation practice.
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Overview Practical information
Overview

What is it?

The ability to negotiate effectively is a powerful tool that 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 skillfully and how to respond to them when used on you
  • Practice 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.

The course will look at online negotiations and how Covid-19 has affected this area, with a focus on what techniques work better or less well, and how behaviours may change in an online setting.

Why should you attend?

Negotiation skills are key to the successful outcome of a deal. Having the necessary skills will give you the 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.

Online delivery

To accommodate our members, Invest Europe has decided to hold the 2020 edition of this course as online training. The online course edition is being designed with the same key elements that are valued by our course participants – excellent content and speakers, and interactive group discussions. The updated course structure and format will accommodate online delivery, with shorter sessions and ample audience engagement.

Practical information
Venue

This training course will take place online.

Programme

The course will start with an introductory session on Wednesday, 7 October at 16:00 CET and will be over by 16:00 on Friday, 9 October.

Programme topics

  • Negotiating: introduction, timetable, context, goals, PE scope, key areas of focus, preparation, and the “Funnel”.
  • Practical session: one-on-one negotiations using set case study; briefing, results, debrief.
  • Negotiating outcomes, strategies, tactics, styles, and sources of negotiating power.
  • Practical session on a PE case study, one-on-one.
  • Group Negotiations – roles, problems and solutions, and team dynamics; team case study handed out
  • Practical team negotiation session – standard case study
  • Practical team negotiation session – PE case study
  • Pair session – using own case study, share issues and practice a real negotiation
  • 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.
Speakers

To view the speaker profiles, please click here

Accommodation

This training course will take place online.

Fees, method of payment and cancellation

Course Fee (excluding accommodation)

Invest Europe Members: €1,200

Non-members: €1,660

The above prices also include all material relating to this course.


Payment

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 8 September 2020 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.


Cancellation

Cancellations can only be accepted if received (in writing) by 8 September 2020. 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.

Language

The working language of the course will be English.

Registration

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 8 September 2020 should mention a credit card number for the payment of course fees.

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