Negotiations

Negotiations

• 1.
  Negotiations Anjana Vivekwww.venturebean.com [email_address]
• 2.
  Preparation isthe key to success www.bizkul.com
• 3.
  Define objectives WHAT ? WHY ? HOW ? WHO ? WHEN ? www.bizkul.com
• 4.
  Identify key issueswww.bizkul.com
• 5.
  Understand your bargainingpower www.bizkul.com
• 6.
  Put yourself in the other party’s role … investigate the other party www.bizkul.com
• 7.
  Fix time framewww.bizkul.com
• 8.
  Decide on what you must have from the deal X X www.bizkul.com
• 9.
  Decide on what you are willing to compromise on www.bizkul.com
• 10.
  Fix your boundaries for walking away from the deal … i.e. what is definitely not possible www.bizkul.com
• 11.
  Think ofa negotiating strategy www.bizkul.com
• 12.
  Select yournegotiating team with care
• 13.
  Think ofthe next steps, post deal www.bizkul.com
• 14.
  Plan on thedocumentation, have a draft document in place prior to negotiation www.bizkul.com
• 15.
  Practice the negotiatingstrategy with your team www.bizkul.com
• 16.
  IN SUMMARY Priorto 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 www.bizkul.com
• 17.
  IN SUMMARY Tryto 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
• 18.
  IN SUMMARY Keepa 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
• 19.
  IN SUMMARY Decideon 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
• 20.
  IN SUMMARY Howwill 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
• 21.
  Good luck in your role play and real life  www.bizkul.com