Introduction to Negotiation in the Oil & Gas Sector

• Importance of negotiation in O&G operations

• Common negotiation scenarios (contracts, JVAs, service agreements, etc.)

• Key stakeholders and their interests

Fundamentals of Effective Negotiation

• Principles and stages of negotiation

• Win-win vs competitive approaches

• Understanding negotiation dynamics

Cultural and International Considerations in O&G Negotiations

• Cross-cultural communication challenges

• Global negotiation etiquette

• Managing multi-country joint ventures

Preparation and Strategy Development

• Setting objectives and priorities

• BATNA (Best Alternative to a Negotiated Agreement)

• Gathering and analyzing negotiation data

Communication and Persuasion Techniques

• Verbal and non-verbal communication in technical discussions

• Active listening and questioning skills

• Persuasion, influence, and credibility

Negotiating Oil & Gas Contracts

• Key contract types (EPC, PSC, JOA, supply, offtake)

• Risk allocation and legal considerations

• Handling terms, conditions, and liabilities

Commercial and Pricing Negotiations

• Negotiating prices, tariffs, and profit-sharing

• Cost-recovery discussions

• Managing financial trade-offs

Technical and Project-Based Negotiations

• Dealing with engineering, procurement, and construction issues

• Negotiating timelines, deliverables, and performance metrics

• Managing contractor relationships

Conflict Resolution and Problem Solving

• Identifying sources of conflict

• Mediation and arbitration in the O&G context

• Turning conflict into cooperation

Team Negotiation and Internal Alignment

Ethics and Integrity in Negotiation

Simulation and Case Studies in O&G Negotiation