Subscribe  |  Login  | 
E-723 - E&P Technical Contract Negotiation

E-723 - E&P Technical Contract Negotiation

4 days
EPM/NEGOGB
Sessions
Dates Location Tuition Register
Nov 19 - 22, 2018 Rueil 3,300 €
Online By email
Who should attend?

Audience

    • Professionals who need to grab the methodology used in negotiating upstream technical contracts for projects, in the increasingly challenging upstream environment.

Level

  • Proficiency
  • This course provides an understand of the constraints, challenges and methods inherent to the negotiation of upstream technical service contracts.
Learning Objectives
  • Upon completion of the course, participants will be able to negotiate technical contracts for upstream Oil & Gas projects.
Course Content

METHODOLOGY

0.5 day

  • Principles.
  • Preparation and discussions wheels.
  • Performance evaluation.
  • Case study A - LILAC Project: negotiation of a claim.

METHODOLOGY APPLIED TO PROJECTS

0.5 day

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

SIMULATION 1 - PROMISE

0.5 day

  • Case study: negotiation of a claim.

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 - PROMISE

0.5 day

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

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 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

0.5 day

  • 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).
You might be interested by these trainings
Ways & Means
  • Case studies with a debriefing session.
  • Exercises performed on software.