Course Description

The focus of this module is about the four phases of commercial negotiations which are positioning, argumentation, emergence of consensus and final agreement or impasse. Oil industry contracts are negotiated within a framework that embodies law, economics and interpersonal skills. In this context, this module sheds light on the primary role of the negotiator in planning, negotiaiting and documenting contracts which are the embodiment of commercial transactions and relationships within the oil industry framework.

Course Objectives

·         Acquiring the foundations of contract principles in the international oil industry

·         Training the skills required for successful negotiations to create binding commitments

·         Understanding the dynamics of drafting and documentation of international oil industry value chains

Who Should Attend?

·         Managers

·         Supervisors

·         Executives

·         Lawyers

·         Practitioners 

Program Schedule

DAY 1

·         Participants 

·         Legal Framework

·         Negotiation Stage

·         Industry Terms and Conditions

DAY 2

·         Cross-Cultural Negotiations

·         Legal Function in Negotiations

·         Preperation and Planning

·         Negotiation Styles

·         Effective Negotiation Tactics

DAY 3

·         Economic Indicators

·         Profit and Value

·         Cash Flow

·         Net-Backs

·         Finance 

DAY 4

·         Contract Structure

·         Drafting Style

·         Balancing Contracts

·         Document Management

DAY 5

·         Commercial and Legal Structure

·         Intergovernmental Agreements

·         Sector Agreements