Cross-Borders Mergers and Acquisitions : Getting them right

  • Date: 21 to 23 October 2009
  • Location: street Quatá, 300, Vila Olímpia, SP, Brazil

We are proud to celebrate the new name of our School, Insper Institute of Education and Research*, starting our International Open Enrolment activities with such an extraordinary global partner as IE Business School.

IE Business School is a leading international business school oriented at providing top-level training for executives. The recognized prestige of its teaching faculty and a clear international focus, among others, are the keys behind a learning model that has ranked IE among the best in Executive Education in the world. Its Open Enrolment programs have been ranked nº 4 worldwide, according to the Financial Times (May 2009).

Insper Institute of Education and Research is the leading Brazilian School of Business and Economics devoted to educate business leaders and professionals who make a difference. Among other fields of knowledge, our unchallenged expertise in Corporate Finance is widely acknowledged and praised by the market, as well as our innovative teaching approach which attributes a pivotal role to students’ participation during classes.

Cross-Borders Mergers and Acquisitions: Getting Them Right is a cutting-edge international Executive program to be taught by exceptional joint faculty that masters the art of teaching executives through a consistent market approach and real-world experience, based on a rigorous academic perspective.

Enjoy this exciting learning experience with our global faculty and take advantage of our unique, state-of-the-art campus. Welcome to our IE Business School & Insper Institute of Education and Research joint program!

-Luca Borroni-Biancastelli
Dean for Executive Education. Insper Institute of Education and Research.

*The use of the new name Insper Institute of Education and Research in the School’s academic documents is pending approval by the Ministry of Education.

Who is this program designed for?

This international executive program is designed for executives from a wide range of management specialties, professions and industries who are currently executing or planning to execute an M&A or who are service providers to companies in need of reconstruction.

Cross-borders mergers and acquisitions is appropriate for, but not limited to:

  • CEOs
  • Business Analysts
  • Managing Directors
  • Finance and Strategy Consultants
  • Business Development Managers
  • Investment Bankers
  • Business Strategy Directors
  • Attorneys
  • Senior Corporate Executives
  • Accountants
  • Chief Financial Officers

While this course assumes no previous experience in mergers and acquisitions, participants need to have a general understanding of how to interpret a company’s financial statement.


-Piero Morosini
Strategy Professor. PhD, Wharton School of Business, University of Pennsylvania, USA. MA, Wharton School of Business, University of Pennsylvania, USA. MBA, Wharton School of Business, University of Pennsylvania, USA. Bachelors in Economics, Universidad del Pacífico, Peru.

-Julio Urgel
Negotiation and Corporate Finance Professor PhD in Business Administration, Harvard Business School, USA. MBA, IESE, Universidad de Navarra, Spain. MSc in Telecommunications Engineering, School of Telecommunications Engineering, UPM, Spain.

-Mauricio Carvalho
Finance Professor. MBA with distinction from Wharton School, University of Pennsylvania. Mechanical Engineer from PUC, Rio de Janeiro and Vice President of the CFA Association of Brazil. Professor of Finance in the MBA Program of Insper for over 10 years. Extensive management experience as a managing partner of a private equity and asset management firm. Background includes consulting and investment banking at Booz Allen & Hamilton, Citibank, Banco Garantia and Banco Pactual.

Program Overview

Merger and acquisition deals have reached unprecedented levels over the past few years. For many companies, M&As are the key element to growth, maximizing shareholder value and creating a sustainable competitive advantage. Yet it is widely acknowledged that the risks involved are high and the failure rates intimidating.

The complexity of M&A transactions often makes it difficult to assess all risk exposures and liabilities.

A lack of understanding of the acquired business, the failure to cover all issues during the negotiation process, differing cultures and corporate governance, incompatible forms of business conduct, management styles and financial practices are just a few of the numerous challenges awaiting executives.

Cross-Borders Mergers and Acquisitions

Is a three-day international executive program that examines all of the major components of mergers and acquisitions: successful strategic target selection, in-depth financial valuation and effective deal negotiation.

Participants will gain innovative insight into the best practices in successful global mergers while responding quickly and effectively to the challenges presented to them.

Program Objectives

This program focuses on evaluating, formulating, implementing and sustaining successful mergers and acquisitions. It has been designed to push participants beyond simply acquiring new knowledge and skills. It is built around interactive discussions, case studies, teamwork and practical workshops, all of which are intended to expose participants to the frameworks and tools they will need to succeed in an M&A process.

Participants will develop a sound understanding of how to:

  • Identify the strategic factors of success in merger and acquisition activity.
  • Assess and select the most appropriate merger and acquisition targets to maximize share holder value.
  • Analyse and choose the right financial and strategic approach in each process.
  • Use financial valuation tools to measure the value gains through corporate restructuring.
  • Construct an effective action plan.
  • Prepare for complex M&A negotiation processes.
  • Negotiate successfully and gain the commitment and cooperation of others.
  • Design and implement a winning post-acquisition integration process.

Program Structure

The program features thought-provoking modules that address numerous issues of concern to those executives involved in devising and/or executing M&As. The key topics to be discussed include:

Mergers and acquisitions as a corporate strategy

  • Strategic motives for growth via mergers and acquisitions.
  • Strategic factors of success (and failure) in merger and acquisition activity.
  • Strategic assessment and selection of merger and acquisition targets.
  • Why the post merger and acquisition integration phase is so important.
  • Development of strategic capabilities for successful M&As within the organization.
  • Case examples of best practices in successful global mergers and acquisitions.

Financial valuation tools

  • How to accurately evaluate acquisition targets.
  • Different forms of financing mergers and acquisitions.
  • What are the most effective financial valuation tools in mergers and acquisitions.
  • Practical exercises and case discussions.
  • The impact of mergers and acquisitions on reported performance.
  • Due diligence in M&As.

Effective deal negotiation

  • Effective negotiation strategies for dealing with creditors, employees, suppliers, shareholders and other corporate stakeholders.
  • The dilemma between creating and distributing value during the negotiation process.
  • Dealing with complex negotiations: multilateral and multi-issue.

Learning Model

The program has been structured around core learning methodologies such as interactive discussions, case studies, small work-groups, role plays, "what if" sessions and teamwork sessions.

In order to continue networking and sharing with fellow participants, program attendees will have access to a virtual online campus which will help them reconnect, recharge and recommit to their professional and personal strategic goal.

Program dates and fees

Cross-Borders Mergers and Acquisitions. October 21 to 23, 2009. R$ 6.500,00

Program fees cover tuition, course materials, all coffee breaks and lunches.

Fees do not include accommodation. If you wish, we would be happy to make a reservation for you at one of the hotels within walking distance of our premises and with which we have a special agreement.

Payment can be divided in tree three monthly instalments, the first of which is due upon admission. Cancellation polices are outline in the information provided to applicants upon admission.

For further information, please contact:

Bruno Sestokas Filho
Executive Education Program Director
[email protected]
| Phone + 55 11 4504 2697
Rua Quatá, 300 | 04546-042 | Vila Olímpia SP Brazil


  • Insper Instituto de Ensino e Pesquisa



+ 55 11 4504 2697


[email protected]


Publicado quarta-feira, 5 de agosto de 2009