Invest Europe
Negotiations
Specialised courses
Live online classroom
•
27-29 Oct 2026
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.
Flyer
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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.
Venue
Programme
Speakers
Fees, method of payment and cancellation
Language
This training course will take place on line.
Tuesday, 27 October
16:00 - 16:15 (CET) Introduction
16:15 - 17:00 (CET) Negotiating: introduction, timetable, context, goals, PE scope, key areas of focus, the four phases, and the “funnel”.
Wednesday, 28 October
09:00 - 09:40 (CET) Practical session 1: one-on-one negotiations using set case study; briefing, results, debrief. Discuss phases 1-2.
09:40 - 09:50 (CET) BREAK
09:50 - 10:50 (CET) Phase 1-2 discussion. Emotions, phase 3 strategies & tactics, behaviour styles, and development of negotiating power.
10:50 - 11:00 (CET) BREAK
11:00 - 12:00 (CET) Practical session 2 & further discussion of phase 1, 2 & 3. Phase 4 closing.
12:00 - 13:30 (CET) LUNCH BREAK
13:30 - 14:40 (CET) Practical session 3 on a case study, in teams.
14:40 - 14:50 (CET) BREAK
14:50 - 16:00 (CET) Debrief on team practical. Team negotiations – roles, problems and solutions, and team dynamics. Teams chosen and team case study handed out
Thursday, 29 October
09:00 - 10:30 (CET) Review day 1, plan day 2. Practical session 4 - team negotiation PE case study
10:30 - 10:40 (CET) BREAK
10:40 - 12:00 (CET) Debrief on practical session 4. Practical session 5 - team negotiation, second PE case study
12:00 - 13:30 (CET) LUNCH BREAK
13:30 - 15:00 CET Practical session 6 & pair session 7 – using own case study, share issues and practice a real negotiation (both ways)
15:00 - 15:10 CET BREAK
15:10 - 16:00 CET Plenary session: round table discussion, plenary Questions and answers, and ‘What If’ scenarios. Closing reflective time with discussion and key learning points. Feedback.
To view the speaker profiles, please click here
Course Fee
Invest Europe Members: €1,230
Non-members: €1,750
*21% VAT will be added to Belgium-based participants.
The above prices also include all material relating to this course.
Payment
Participants are requested to pay by bank transfer or credit card. Registrations sent after 27 September 2026 should be paid by credit card.
To avoid any confusion, participants are requested to indicate clearly their names and addresses on transfer orders. Confirmation of registration and practical information will be sent after the registration is processed.
Cancellation
Cancellations can only be accepted if received by 27 September 2026. 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.
