Negotiation Skills for the Oil & Gas Industry

This introductory/intermediate level workshop is aimed at personnel with limited negotiating experience who want to improve their abilities and confidence in this core business activity. It is suitable for a variety of professionals working in the oil and gas industry, both in commercial and inter-personal negotiations.

Extensive use (bout 70% of class time) is made of realistic, oil industry based role play negotiating scenarios. These are based on a variety of commercial and non-commercial situations that delegates are likely to experience in real-life. Scenarios are underpinned with teaching of principles and methodology (about 30% of class time) that students are encouraged to apply in their practice sessions. Class numbers are kept low to ensure maximum student participation and coaching from the class instructor.

• What do we mean by negotiation?
• Are you a potential negotiator?
• Key negotiating steps
• Five keys to preparation
• Knowing your subject, knowing your counterpart, preparing your tactics
• An invaluable tool - preparation checklists
• The importance of initiation and how to initiate
• The importance of presentation after initiation are before bargaining
• Developing your bargaining strategy
• Effective bargaining techniques
• How and when to avoid premature bargaining
• How to resolve impasse and deal with conflict
• Getting concessions
• How to recognise closing signals
• Confirmation and follow-up
• Seven steps to effective communication
• Verbal and non-verbal communication
• Learning how to listen
• Dealing with different personalities
• How to communicate to influence the other side
• Negotiating by phone or e-mail
• How to negotiation in teams
• What we mean by Breakthrough Strategy
• Recognising cultural differences
• How cultural differences affect negotiations
• Preparing for international negotiations
• The causes of negotiationg conflict
• How to assess your own conflict management style
• How to handle conflict negotiations