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About this Training Course
This intensive 2-day practical training course is designed for technical and middle-management professionals in the energy sector who need to negotiate more effectively with vendors, contractors, project partners, internal stakeholders and other business counterparts.
Negotiation is an essential capability across energy projects and operations — from contract discussions and vendor management to project resources, commercial terms, stakeholder alignment and joint venture negotiations. However, professionals with strong technical expertise may have had limited formal training in how to prepare, structure and manage a negotiation.
This course provides participants with a practical framework for approaching negotiations with greater structure and confidence. Participants will learn how to set objectives, identify concessions, establish BATNA and walk-away points, select appropriate negotiation strategies, manage difficult discussions and bring negotiations to a clear conclusion.
The programme is highly interactive. Energy-sector case studies, breakout discussions, role plays and negotiation simulations allow participants to practise the techniques introduced throughout the course. Scenarios include drilling services contracts, vendor negotiations, multi-stakeholder discussions and joint venture negotiations.