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E-743 - Negotiation Skills

4 days PL/NEGOGB
Level
Proficiency
Audience
  • This course is aimed at any professional that requires the methodology used in negotiating upstream technical contracts for projects, future project control managers or engineers and managers to hold positions in project control entities, project managers or project engineers wanting an understanding of the increasingly complicated negotiation challenges.
Purpose
  • This course presents the constraints, challenges and methods to be put in place in large Oil & Gas projects.
Learning Objectives
  • Upon completion of the course, participants will be able to:
  • negotiate contracts for large Oil & Gas projects,
  • apply the methodology, advice and tools when negotiating contracts.
Prerequisite
  • Knowledge of Oil & Gas contracts is mandatory.
Ways and means
  • Case studies* with a debriefing session.
  • Exercises performed on software.
Observation
This module is part of the certification E-740C, which may be validated only after all modules have been completed. *Case studies may be selected depending on the expectations of the group.

GENERALITIES - PRINCIPLES & METHODOLOGY 0.5 day
  • Methodology. Generalities:
  • Principles.
  • Preparation and discussions wheels.
  • Performance evaluation.
  • Case study A - Lilac Project: negotiation of a claim.
METHODOLOGY & PROJECT SPECIFIC 0.5 day
  • Methodology. Application to projects:
  • Principles.
  • Preparation and discussions wheels.
  • Performance evaluation.
  • Case study B - TUMACO Project: variations in time schedules.
SIMULATION 1 0.5 day
  • Case study: resolution of a dispute linked with problems occurred during transportation of equipment.
ARGUMENTS & SEARCHING FOR A COMPROMISE 0.5 day
  • The 3 “Ego states”.
  • Arguments and objections.
  • Looking for a compromise. Reciprocity.
  • Tools and tactics.
SIMULATION 2 0.5 day
  • Case study: negotiation of a bank loan.
CLAIM MANAGEMENT 0.5 day
  • Methodology. Application to projects.
  • Case study C - CARACAL project: modernization of existing plant & construction of a new 16” pipeline.
SIMULATION 3 0.5 day
  • Case study: collaboration agreement (with a particular care about compromises to be generated).
INFLUENCE GAMES & GROUP DYNAMICS 0.5 day
  • Decode the games of influence.
  • How to identify and manage them?
  • Group dynamics:
  • How to build a team?
  • Legitimacy & credibility.
  • Your group dynamic and the one of the other party.
  • Case study final (compilation of cases A, B and C).
2017 course calendar
Language Dates Location Tuition Register
Nov 20 - 23 Rueil €3,290 Online By email