The Role of Virtual Data Rooms in Negotiating Transactions

About the Course:

Virtual Data Rooms have become the primary vehicle through which transactional due diligence takes place. If you are not already using Virtual Data Rooms to conduct your due diligence, soon you will be.

Sellers rave about the increased bidding--and thus higher selling prices--that can be facilitated through VDRs as well as the accelerated pace of deals. It has been said that VDRs are the best insurance policy for sellers since the ability to track buyer due diligence reduces the risk of being sued for non-disclosure as well as dramatically reduces holdbacks. Buyers appreciate efficiency with which potential deals can be screened as well as the cost savings associated with reduced travel.

This session provides the listener with insight as to how to use the power of VDRs in negotiating transactions. The following are among the issues that the founder of the world's leading Virtual Data Room discusses:

  • How can VDRs increase bidding / competition for the selling company?
  • How can buyers use VDRs to negotiate more favorable prices?
  • How do searches of the entire data room facilitate due diligence?
  • To what extent do VDRs facilitate multiple languages?
  • What are the implications of allowing the printing of documents on tracking the extent of the review of such documents?
  • How can you evaluate the digital trails left by your negotiating counterparts? How can one disguise their intentions?
  • What are the pros and cons of allowing or disallowing the affixing of electronic post-it notes on documents?
  • Is there anything that can be read into the sequence or rate at which documents are submitted to the VDRs that could be revealing of one side's negotiating position?
  • How can VDRs help founders of selling companies psychologically gear up to let go of their companies?
  • How are VDRs set-up? How long does it take? How much does it cost?

Course Leader:Paul Hartzell, Senior Vice President of DataSite, Merrill Corporation

Paul started his career in the financial services industry in 1981 with Kidder Peabody & Co., Inc. where he held Series 7, Series 63 and State of California Insurance licenses. While there, he developed some of the first on line programs to allow the simultaneous purchase of convertible securities and options on multiple exchanges.

From May 1985 to May 2001, Paul worked for Sorg Printing, RR Donnelley and Merrill Corporation and built one of the largest individual account bases in the financial printing industry and was responsible for more than $75,000,000 of revenue to Merrill Corporation during his career in sales. In May of 2001, Paul became Vice President of Sales for PostX Corporation, a privately held, venture backed encrypted software provider in Cupertino, California which was bought by Cisco in 2007. After helping PostX to secure an $11,000,000 Series E financing, Paul returned to Merrill to lead the DataSite project in November 2001. During that time, DataSite has hosted more than 19,000 on-line due diligence projects and is considered the global leader in on line M&A presentment.

Course Length: Approx. 1.0 hours


Purchase Now:

Need help purchasing this course? Please contact Neomi Barazani at 609-919-1895 ext. 100 or at