E&P Technical Contract Negotiation

NEGO-EN-P

Who should attend?

  • This course provides an understand of the constraints, challenges and methods inherent to the negotiation of upstream technical service contracts.
Public :
  • Professionals who need to grab the methodology used in negotiating upstream technical contracts for projects, in the increasingly challenging upstream environment.

Level : Proficiency

Course Content

  • METHODOLOGY

      • Principles. Preparation and discussions wheels. Performance evaluation.
      • Case study A - LILAC project: negotiation of a claim.
  • METHODOLOGY APPLIED TO PROJECTS

      • Preparation and discussions wheels. Performance evaluation.
      • Case study B - TUMACO project: how to manage variations in time schedules.
  • SIMULATION 1

      • Case study: negotiation of a claim.
  • ARGUMENTS & SEARCHING FOR A COMPROMISE

      • The 3 “Ego states”. Arguments and objections. Looking for a compromise. Reciprocity. Tools and tactics.
  • SIMULATION 2

      • Case study: resolution of a technical dispute linked with problems occurred during transportation of equipment.
  • CLAIM MANAGEMENT

      • Methodology. Application to projects.
      • Case study C - CARACAL project: modernization of existing plant & construction of a new 16” pipeline.
  • SIMULATION 3

      • Case study D - PANALPINA project: negotiation of a transit contractor and the supplier of a sub-equipment required by CPY for the safety of its helicopter fleet.
  • INFLUENCE GAMES & GROUP DYNAMICS

      • Decode the games of influence.
      • How to identify and manage them?
      • Group dynamics: How to build a team? Legitimacy and credibility. Your group dynamic and the one of the other party.
      • Final case study (compilation of cases A, B, C and D).

Learning Objectives

  • Upon completion of the course, participants will be able to negotiate technical contracts for upstream Oil & Gas projects.

Ways & Means

  • Case studies with a debriefing session.
  • Exercises performed on software.