Event Overview


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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!

REGISTRATIONS ARE NOW CLOSED. For more information, please contac office@aija.org

An AIJA seminar in cooperation with

 AIJA seminar in cooperation with ABA

AIJA Commissions involved
  • Corporate and M&A


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

17:00 - 19:00

19:00 - 21:00

08:00 - 09:00

09:00 - 09:15

Xavier Costa, AIJA Vice-President, Roca Junyent, Spain
Horacio Bernardes Neto, IBA Vice-President, Motta Fernandes Advogados, Brazil
Moritz Maurer, Niederer Kraft Frey, Switzerland
Rainer Kaspar, PHH Prochaska Havranek Rechtsanwälte, Austria

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

René Pfromm, Pfromm Negotiations, Germany
10:00 - 11:00

11:00 - 11:15

11:15 - 12:15

12:15 - 14:15

14:15 - 15:15

15:15 - 16:15

16:15 - 16:30

16:30 - 17:30


20:00 - 23:00


Not included in the registration fees, payable locally

10:00 - 11:00

11:00 - 11:15

11:15 - 12:15

12:15 - 12:30


13:30 - 18:30

Included in the registration fee

Not included in the registration fees, payable locally

Fees & General Info

There are currently no registration fees available.

General terms and conditions

By registering you have to accept the general terms and conditions and accept that your registration is considered binding immediately, but participation to the event is possible only after full payment of the registration fee.

Please note that any arrangements related to the participation of the participant in an AIJA event, including but not limited to booking or cancellation of accommodation or flights, as well as respecting the cancellation deadlines indicated in the general terms and conditions, are the sole responsibility of the participant. AIJA shall not be held liable for any expenses the participant may suffer as the result of participant’s failure to comply with his/her obligations.

It is recommended for each participant to purchase a cancellation and travel insurance.

Please note that in-house counsel registrations are subject to review and confirmation by AIJA. AIJA considers in-house counsel professionals who hold a university degree in law allowing access to a bar association and practicing law as an in-house counsel in private, public, or non-profit companies, institutions or organisations. Please note that in-house counsel who are at the same time active as fee-earning lawyers or consultants are not eligible to the discounted in-house counsel fee.

Please read the general terms and conditions applicable for AIJA events.


If you are a lawyer under 35 years old and meet the requirements, apply to our Scholarship Programme for this event. You can check more details here.

Practical Information




Please book your room at the Formentor Hotel prior to 14 March 2018.
Hotel address: Carrer Zona Formentor, 07470 Port de Pollença, Islas Baleares, Spain

Please email Mr Tomeu Palau at formentor.jrec@royalhideaway.com

Organising Committee

Xavier COSTA RocaJunyent (SPAIN)
Rainer KASPAR PHH Rechtsanwält:innen GmbH (AUSTRIA)
Moritz MAURER Niederer Kraft Frey Ltd (SWITZERLAND)

National Representatives

Almudena ALVAREZ OTERO alvarez lentner (SPAIN)


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