Print Bookmark and Share

Merger Week: Creating Value Through Strategic Acquisitions and Alliances

Develop Acquisition and Restructuring Strategies

Professor Sergio RebeloLearn how to evaluate M&A from all angles — and then implement a process that leads to the greatest value generation for your organization. This program will take you through the entire M&A process, from assessing strategic fit to considering market trends to making financing decisions and forming strategic alliances. Other topics include the search process, valuation techniques, negotiations, tax-free versus taxable transactions, joint ventures and international M&A.

Taught by leading scholars and practitioners — experts in the fields of finance, accounting, management and organizations and organizational change — this interdisciplinary learning experience blends academic theory with real-world application. You’ll leave the program inspired and prepared to tackle new opportunities in the global marketplace.
Download a Brochure

Upcoming Sessions

  • Apply Online
    October 23-28, 2016
    Fee includes lodging and most meals
  • Apply Online
    May 14-19, 2017
    Fee includes lodging and most meals
  • Apply Online
    October 22-27, 2017
    Fee includes lodging and most meals
  1. Executives and managers directly or indirectly involved in acquisition/alliance activities
  2. Managers with corporate development, planning and finance responsibilities
  1. Determine the shareholder value of a target company
  2. Identify and quantify sources of strategic fit
  3. Develop new strategies for acquisition and restructuring
  4. Develop a high-impact integration plan
  5. Manage and derive value from negotiations
  6. Test postmerger assumptions
  7. Apply new skills in a simulated acquisition

Drivers of Acquisition Success

  1. Elements of successful acquisition processes
  2. Analytical techniques that support acquisition success
  3. Steps to manage culture gaps and other behavioral pitfalls

Developing Winning Acquisition Strategies

  1. Determine strategic segmentation and segment attractiveness
  2. Pressure-test skill, scope and scale benefits
  3. Search and screen acquisition targets

Financial Analysis and Valuation

  1. Learn alternative valuation approaches
  2. Measure and quantify risk
  3. Test assumptions and get beneath cash-flow forecasts
  4. Determine the optimal bidding range
  5. Evaluate international acquisitions

Due Diligence and Negotiation

  1. Manage the due diligence process
  2. Evaluate target commercial stability and growth prospects
  3. Manage internal and external experts
  4. Recognize potential deal killers
  5. Prepare for and manage the negotiation process

Structuring Winning Deals

  1. Strategic alliances versus mergers and acquisitions
  2. Costs and benefits of joint ventures, licensing agreements and other strategic alliances
  3. Critical legal issues
  4. Tax implications of alternative structures
  5. Financial reporting considerations of alternative deal structures

Postmerger Integration Best Practices

  1. Develop a tailored integration approach
  2. Sync action planning and prioritization
Christopher C. Kenney - Academic Director; Managing Director of L.E.K. Consulting, LLC

Artur Raviv - Academic Director; Alan E. Peterson Professor of Finance

Jeanne Brett - DeWitt W. Buchanan, Jr., Professor of Dispute Resolution and Organizations; Professor of Management & Organizations; Director of Dispute Resolution Research Center

Harry M. Kraemer - Clinical Professor of Strategy

Thomas Lys - Eric L. Kohler Emeritus Chair in Accounting; Professor Emeritus of Accounting Information & Management

J. Keith Murnighan - Harold H. Hines Jr. Professor of Risk Management; Professor of Management & Organizations

Sergio Rebelo - Tokai Bank Chair in International Finance; Professor of Finance

Edward Zajac - James F. Bere Professor of Management & Organizations;

Continuing Education Credit
This program is registered with the National Association of State Boards of Accountancy and is recommended for 44.5 CPE credits.

Continuing Professional Education Information

The Kellogg School of Management, Northwestern University is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of Continuing Professional Education (CPE) Sponsors. State boards of accountancy have final authority on acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North Suite 700, Nashville, TN 37219-2417.
Web site:

All Kellogg programs that qualify for CPE credits do not have pre-requisites. Advanced readings and case preparation is required. A packet of course materials is mailed to all participants before the program begins.

All Kellogg programs are group-live. Program level: Advanced.

For more information regarding administrative policies such as complaints and refunds, please contact our office at 847-467-7000.

What Past Participants Say

  • “I have attended executive training at other top business schools, and now Kellogg. Although all programs were good, I find Kellogg’s ability to mix academics and practice to be second to none.”
    CEO and President, The Will-Burt Company
  • "This program gave me the framework I needed to successfully analyze, negotiate, integrate & evaluate acquisitions."
    Finance Manager, Black & Decker Corporation
  • "A must for all business development managers in dynamic corporations."
    Director, New Beverages and Innovation, The Coca-Cola Company

Connect With Kellogg Executive Education

Connect with the Kellogg School of Management and stay up to date on the findings from our latest research. Followers of Kellogg will receive updates on trends in executive education and upcoming courses at the Kellogg School of Management.
Executive Education blog Kellogg Faculty Blogs
Join us on LinkedIn Past Participants Join us on LinkedIn
Twitter Follow on Twitter
Facebook Like us on Facebook
Request a Brochure Email Us Subscribe to our Newsletter Read Kellogg Insight

LEARN ABOUT | Negotiation | Leadership | Brand Management | Data Analytics

Bookmark and Share