Deal or no Deal? The ABC and XYZ of Negotiating an M&A Transaction

Mallorca

14 - 16 June 2018


Although buyers and sellers as well as their lawyers often see themselves as seated at the opposite ends of the table, there is one goal they share: getting the deal done. 

Since buyers seek to buy companies at the lowest possible price and the most favourable buyer terms, and sellers seek to sell companies at the highest possible price and the most favourable seller terms, skillful negotiation is key in any M&A process.

Mastering such skill takes time, talent and practice, practice, practice, practice, practice. However, there are some key negotiating techniques/tactics every M&A lawyer must know when negotiation and M&A deal. It's time to reveal the secret!

An AIJA seminar in cooperation with

 AIJA seminar in cooperation with ABA


AIJA Commissions

  • Corporate and M&A

Event fees

+ VAT if applicable<= 2018-04-23> 2018-04-23

AIJA Member < 35495,00  €570,00  €
AIJA Member >= 35545,00  €620,00  €
Non AIJA Member < 35595,00  €670,00  €
Non AIJA Member >= 35645,00  €720,00  €
Speaker495,00  €570,00  €
In-House Counsel150,00  €150,00  €
IBA Member < 35595,00  €670,00  €
IBA Member >= 35645,00  €720,00  €

Register now


Full programme

Deal or no Deal? The ABC and XYZ of Negotiating an M&A Transaction

Thursday 14 June 2018

17:00 » 18:30
Registration at the Hotel Formentor
18:30 » 20:30
Welcome cocktail and walking dinner in the garden of Restaurant Platja Mar (Hotel Formentor)

Friday 15 June 2018

08:00 » 09:00
Registration at the Hotel Formentor
09:00 » 09:15
Welcome address by the AIJA President
Wiebe de Vries, AIJA President, BloomTax B.V., the Netherlands

Introduction to the seminar by the Organising Committee
Moritz Maurer, Niederer Kraft & Frey, Switzerland
Rainer Kaspar, PHH Prochaska Havranek Rechtsanwälte, Austria
Xavier Costa, Roca Junyent, Spain
Sergio Sánchez Solé, Garrigues, Spain

The seminar will be organized in a "world café" style format, meaning that at 7 tables, each chaired by two moderators, 7 participants discuss the key M&A negotiating techniques, tactics and issues. After every 60 minutes the participants switch tables. The moderators switch tables twice.

Topics to be discussed at each table:

• Negotiating in a weak vs strong position
• SPA battlegrounds (de Minimis, threshold, cap etc.) or Turkish bazar?
• Level of detail when negotiating preliminary agreements (NDA, LOI, etc.)
• Negotiation tactics
• Top 10 issues in M&A transactions
• Culture aspects/differences of negotiating
• Auction vs Privately Negotiated Transactions

Moderators from AIJA:

Moritz Maurer, Niederer Kraft & Frey, Switzerland
Sjoerd Mol, Benvalor Advocaten, the Netherlands
Manuela Cavallo, Portolano Cavallo Studio Legale, Italy
Jennifer Maxwell, Blake, Cassels & Graydon, UK
Kadri Kallas, Advokaadibüroo TGS Baltic, Estonia
Anthony Macpherson, Kingsley Napley, UK
Nils Krause, DLA Piper, Germany

Moderators from IBA:

Hans Witteveen, Stibbe, UK
Hans-Joerg Ziegenhain, Hengeler-Mueller, Germany
Ralf Morshäuser, Gleiss Lutz, Germany
Sergio Sánchez Solé, Garrigues, Spain
Rainer Kaspar, PHH Prochaska Havranek Rechtsanwälte, Austria
Marco Rizzi, Bratschi, Switzerland
Joan Roca, Roca Junyent, Spain
09:15 » 10:00
Keynote address
René Pfromm, Pfromm Negotiations, Germany
10:00 » 11:00
Table discussions
11:00 » 11:15
Coffee break
11:15 » 12:15
Table discussions
12:15 » 14:15
Lunch break
14:15 » 15:15
Table discussions
15:15 » 16:15
Table discussions
16:15 » 16:30
Coffee break
16:30 » 17:30
Table discussions
19:30
Bus departure from the Hotel Formentor
20:00 » 23:00
Dinner at the Restaurant Bistro del Jardin
23:00
Optional evening programme
Not included in the registration fees, payable locally

Saturday 16 June 2018

10:00 » 11:00
Table discussions
11:00 » 11:15
Coffee break
11:15 » 12:15
Table discussions
12:15 » 12:30
Closing remarks
13:15
Departure from the Hotel Formentor
13:30 » 18:30
Lunch and drinks while sailing in the Bay of Pollença
Included in the registration fee
20:00
Optional dinner
Not included in the registration fees, payable locally

Sponsors


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Practical information

Flyer

 

Accommodation

Formentor Hotel
Carrer Zona Formentor, 07470 Port de Pollença, Islas Baleares, Spain

Organizing Committee

Xavier COSTA
ROCA JUNYENT SLP (SPAIN)

Rainer KASPAR
PHH Prochaska Havranek Rechtsanwälte GmbH & Co KG (AUSTRIA)

Moritz MAURER
Niederer Kraft & Frey Ltd (SWITZERLAND)

Sergio SANCHEZ SOLE
J&A Garrigues, S.L.P. (SPAIN)

National Representatives

Almudena ALVAREZ OTERO
alvarez lentner (SPAIN)