M&A heavyweights Richard Climan and Keith Flaum – who together have over 70 years of combined deal experience – are recognized as masters of the use of the “mock negotiation” format as a powerful teaching tool for aspiring M&A dealmakers.

The two went head-to-head to debate contentious M&A issues before a large live audience at an annual M&A conference at Wharton San Francisco, hosted by Transaction Advisors Institute. Their session became an instant classic, garnering over 40,000 online views. This year, in response to viewer demand, they’ve revived their presentation with a refreshed production, providing an inside look at their negotiating strategies and techniques.

In this instructive and entertaining encore, Rick and Keith address three topics, all of which remain highly relevant in M&A practice today:

1. Acquisition currency (cash vs. stock) and exchange ratio formulations

2. Earnouts

3. Use of M&A deal point studies, including an introduction to the Buyer Power Ratio

Press play in the embedded video above to watch the newly enhanced video recording of their mock negotiation session (and view the related downloadable slide presentation).

View and download the slide presentation here