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Erudite AfricaCenter of Excellence
← Negotiation and Deal Structuring

Multi-party negotiation and the hospital group capstone

Module 05 / 5 · 70 min

Lead a negotiation among a PE fund, a DFI, a founding family and a local bank over a growth investment and refinancing for an Ethiopian private hospital group, and produce and critique a term sheet.

In this module you will learn to

  • Map the parties, interests and BATNAs in a multi-party deal and build coalitions
  • Structure equity, DFI terms and a bank refinancing so the sources and uses balance and exposure rules are met
  • Negotiate governance among three shareholder groups and handle regulators and approvals
  • Draft a term sheet for the capstone simulation and critique a term sheet from a real deal

Built on

  • Erudite Africa course specification: 3.h Negotiation and Deal Structuring, Levels 1 and 2 (October 2026), extended to Advanced depth
  • Erudite Africa: Training Module, Ethiopian Context, programme overview and regulatory register (October 2026)
  • Investment Proclamation No. 1180/2020, Investment Regulation No. 474/2020 and Investment Board Directive No. 1082/2025
  • NBE directives as listed in the lessons: FXD/01/2024, FXD/04/2026, SBB/87/2024, SBB/92/2024
  • Income Tax Proclamation No. 979/2016 as amended by No. 1395/2025, and Transfer Pricing Directive No. 981/2024
  • Commercial Code Proclamation No. 1243/2021, Arbitration and Conciliation Working Procedure Proclamation No. 1237/2021, Capital Market Proclamation No. 1248/2021 and the ESX Rulebook (December 2024), as cited in the specification

Examples and companies are fictional. Bank practices are shown as typical Ethiopian practice, not as any one bank's policy. Always apply your own institution's approved policy and the current NBE directives.