Mergers and Acquisitions Academy: Mastering the Craft (Intermediate)

Co-Sponsored by the National Association of Certified Valuators and Analysts®  (NACVA®) 

	Program Descriptions		Who Should Attend
	The Art (and Science) of Mergers and Acquisitions Negotiation		Schedule and Registration
	Strategic Analysis of Transactions		Pricing and CPE
	Due Diligence Process
	Transaction Financing Considerations

Program Descriptions

September 16, 2025 | The Art (and Science) of Mergers and Acquisitions Negotiation
M&A negotiations are not just about price; they are about perception, timing, and psychology. This high-impact course provides senior financial professionals with a strategic framework for mastering complex deal negotiations. We will explore the nuanced dynamics between positions and interests, the psychological underpinnings of negotiation tactics, and the anatomy of a well-crafted agreement.

Through real-world scenarios and proven techniques, participants will learn how to navigate the buyer/seller advantage curve, use concession strategies effectively, and deploy negotiation plans that result in favorable outcomes. We will break down the eight possible areas where meaningful value can be created in M&A negotiations and highlight what separates average negotiators from elite performers.

Ideal for investment bankers, M&A advisors, business valuators, and consultants, this course goes beyond theory into the actionable, providing you with a toolkit for high-stakes discussions and cross-functional stakeholder management.

How You Will Benefit
After completing this course, attendees will be able to:

• Define the core principles and beliefs that guide M&A negotiations
• Differentiate between positions and interests to identify true deal drivers
• Apply the Perceptual TIP model (Time, Information, Power) to assess leverage
• Formulate a plan that addresses the eight negotiation cornerstones
• Identify the impact of common cognitive biases in deal-making
• Evaluate concession strategies that preserve deal value
• Use authority and influence principles to strengthen negotiation positions
• Analyze buyer-side vs. seller-side dynamics and their impact on negotiation terms 

Take Aways

• Learn how to use negotiation tactics that maximize value without jeopardizing trust
• Discover how to structure deal terms that withstand scrutiny and reduce rejection rates
• Gain a framework for validating assumptions and managing stakeholder expectations
• Obtain a practical toolkit to enhance every deal interaction

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September 17, 2025 | Strategic Analysis of Transactions
In M&A transactions, strategic misalignment is a silent deal killer. This course provides a structured approach to analyzing the strategic viability of a transaction from both the buy-side and sell-side perspectives. We will dive into how to assess strategic fit, whether product, geographic, operational, or technological, and align potential targets with defined strategic objectives.

You will gain clarity on how to evaluate synergy potential, conduct operational and cultural due diligence, and determine if an acquisition creates tangible, lasting value. We will also cover red flags that signal misalignment, overlooked integration risks, and common reasons strategic deals underperform post-close.

This course is essential for professionals guiding clients or organizations through complex acquisition decisions that require clear strategic thinking and expert due diligence execution.

How You Will Benefit
After completing this course, attendees will be able to:

• Define and evaluate various types of strategic fit in M&A transactions
• Create criteria to screen and assess potential acquisition targets
• Identify and quantify different types of synergies
• Apply frameworks for analyzing cultural and operational compatibility
• Assess company readiness for buying or selling based on strategic goals
• Recognize risk sources and mitigation strategies throughout the transaction cycle
• Assess post-acquisition integration plans with strategic alignment in mind
• Identify leading causes of strategic transaction failure and how to avoid them

Take Aways

• Build a consistent methodology for evaluating strategic fit and synergy potential
• Learn how to assess and mitigate the most common risks that derail strategic deals
• Discover how to align internal readiness with external opportunities for better execution
• Equip yourself with analytical tools that sharpen decision-making across the transaction lifecycle

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September 23, 2025 | Due Diligence Process
Due diligence is more than a checklist, it is a strategic process that shapes deal outcomes. This course provides a comprehensive guide to leading due diligence efforts on both the buy-side and sell-side. You will explore how financial, legal, operational, and cultural reviews impact valuation, risk mitigation, and integration planning.

For buy-side professionals, we will dissect the key stages of preliminary and confirmatory due diligence, including common pitfalls and best practices for team coordination. For sell-side advisors, we will focus on how preparation can become a value lever reducing surprises and increasing buyer confidence.

Whether you are preparing for acquisition or sale, this course will help you manage diligence with precision, speed, and strategic intent.

How You Will Benefit
After completing this course, attendees will be able to:

• Define the purpose, scope, and phases of due diligence in M&A
• Differentiate between buy-side and sell-side due diligence processes
• Use effective preliminary and confirmatory diligence
• Identify key financial, legal, operational, and cultural diligence areas
• Apply best practices for virtual data rooms and disclosure management
• Develop a high-performing due diligence team
• Recognize how due diligence findings inform valuation and integration plans
• Identify common diligence challenges on both sides of the deal 

Take Aways

• Master the full due diligence cycle to mitigate risk and accelerate close
• Learn how to use diligence insights to refine valuation and integration strategies
• Equip your clients or teams to prepare for information reviews creating confidence and deal momentum
• Apply best practices that protect value and reduce surprises in every transaction

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September 24, 2025 | Transaction Financing Considerations
Financing is where strategy meets reality in deal execution. In this course, we will unpack the mechanics of M&A financing from capital structure strategy to funding sources characteristics and their requirements. You will learn how to structure deals for optimal risk/reward, analyze industry leverage benchmarks, and assess the impact of interest rate trends on transaction feasibility.

We will walk through the capital stack, funding mix considerations, and the tradeoffs that arise when utilizing different components in the capital stack. Whether you are advising on mid-market transactions or engineering industry-specific rollups, this course provides a robust framework for financing decisions that support sustainable deal success.

How You Will Benefit
After completing this course, attendees will be able to:

• Explain current trends in the M&A financing environment and their implications
• Analyze leverage ratios across industries and deal sizes
• Evaluate capital structure options and their strategic tradeoffs
• Identify optimal funding mixes for different deal types
• Analyze the role of internal and external factors in capital structure decisions
• Assess the benefits and risks of high-leverage transactions
• Distinguish between various financing sources including bank, mezzanine, and equity capital
• Create financing solutions aligned with client or organizational goals

Take Aways

• Gain clarity on how to build balanced, resilient capital structures for M&A deals
• Learn when to use different financing tools and how to negotiate favorable terms
• Understand how capital structure affects valuation, control, and post-close performance
• Build financing playbooks tailored to industry conditions and deal complexity

Who Should Attend

Delivery Method Group Internet-Based Program Level Intermediate Advanced Preparation None Prerequisites Previous training or research on subject matter being taught. Such persons are often at a mid-level within the organization, with operational and/or supervisory responsibilities.   Management Services 5   Finance 3 Total CPE Hours   8

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