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  • Negotiations: Anjana Vivek

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    ecell_iimk
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    Negotiation is the key to success. Prior to negotiations, it is important to be prepared with the following. Try to put yourself in the other party's shoes to understand their interests in the proposed transaction. Consider factors which may be relevant to transaction, either in terms of the valuation, deal structuring and / or such factor which may need to factored in. Consider legal and regulatory issues that may be relevant, for example warranties and representations in documentation.

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    Negotiations

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    Negotiation is the key to success. Prior to negotiations, it is important to be prepared with the following. Try to put yourself in the other party's shoes to understand their interests in the proposed transaction. Consider factors which may be relevant to transaction, either in terms of the valuation, deal structuring and / or such factor which may need to factored in. Consider legal and regulatory issues that may be relevant, for example warranties and representations in documentation.

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    Download as PPT, PDF, TXT or read online from Scribd
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    208 views21 pages

    Negotiations: Anjana Vivek

    Uploaded by

    ecell_iimk
    Negotiation is the key to success. Prior to negotiations, it is important to be prepared with the following. Try to put yourself in the other party's shoes to understand their interests in the proposed transaction. Consider factors which may be relevant to transaction, either in terms of the valuation, deal structuring and / or such factor which may need to factored in. Consider legal and regulatory issues that may be relevant, for example warranties and representations in documentation.

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    of 21

    Negotiations

    Anjana Vivek
    www.venturebean.com
    beanie@venturebean.com

    1
    Preparation is the key to
    success

    www.bizkul.com
    Define objectives

    WHAT ? WHY? HOW? WHO? WHEN?

    www.bizkul.com
    Identify key issues

    www.bizkul.com
    Understand your
    bargaining power

    www.bizkul.com
    Put yourself in
    the other party’s role …
    investigate the other
    party

    www.bizkul.com
    Fix time frame

    www.bizkul.com
    Decide on
    what you must have
    from the deal

    X X
    www.bizkul.com
    Decide on
    what you are willing to
    compromise on

    www.bizkul.com
    Fix your boundaries
    for walking away from
    the deal …
    i.e. what is definitely
    not possible

    www.bizkul.com
    Think
    of a negotiating
    strategy

    www.bizkul.com
    Select
    your negotiating team
    with care
    Think
    of the next steps, post
    deal

    www.bizkul.com
    Plan
    on the documentation,
    have a draft document
    in place prior to
    negotiation

    www.bizkul.com
    Practice
    the negotiating strategy
    with your team

    www.bizkul.com
    IN SUMMARY
    Prior to negotiations, it is
    important to be prepared with
    the following:
     What you want from the
    proposed transactions

    Transaction/deal maker issues

    Transaction/deal breaker issues

    What is the point where you are
    prepared to walk away 16
    www.bizkul.com
    IN SUMMARY
     Try to put yourself in the other party’s
    shoes to understand their interests in
    the proposed transaction

    Consider factors which may be relevant
    to transaction, either in terms of the
    valuation, deal structuring and/or such
    factor which may need to be factored in
     Consider legal and regulatory issues
    that may be relevant, for example
    warranties and representations in
    documentation www.bizkul.com 17
    IN SUMMARY
     Keep a checklist of the factors you
    consider important, prior to the
    negotiations
     Decide on the team members who
    will negotiate

    Who will be your key negotiator(s)

    Will you plan to have different
    persons handling specific questions
    18
    IN SUMMARY
     Decide on the negotiating strategy
    you want to adopt

    Will you have your advisors with you
    to participate in the negotiations

    What are the questions you plan to
    ask, how will you formulate questions
    – mind your language . . .
     What are the expected questions and
    how you can answer them
    19
    IN SUMMARY
     How will you prepare to listen to
    the other team, listen to the
    articulated demands and the
    unarticulated ones
     How will you plan to handle
    potential breakdown situations
    where negotiations are reaching
    a stalemate
     Prepare with a role play if you so
    desire 20
    Good luck
    in your role play
    and
    real life


    www.bizkul.com

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