Negotiation Skills and Techniques for Energy Professionals

Many technical experts find it difficult to move out of their expertise areas and deal with commercial matters. Negotiating to optimise business value is a step further from their comfort zones. All too often negotiations are then left to finance personnel. They bring many strengths to the table but an understanding of engineering trade-offs is not one of them.

• Master the fundamental elements of successful negotiations, including preparation techniques, goal-setting strategies, and understanding when to walk away from unfavorable deals in technical and commercial contexts.
• Develop proficiency in different negotiating styles (win-win vs. win-lose) and learn to strategically choose the most appropriate approach based on specific technical and commercial situations in the oil & gas industry.
• Acquire practical skills in managing complex negotiations, including handling confrontation, managing team dynamics, utilizing time-outs effectively, and documenting agreements progressively during negotiations.
• Learn to evaluate comparative strengths and weaknesses in negotiating positions, particularly in technical contract scenarios, and develop strategies to optimize outcomes even from disadvantaged positions.
• Gain expertise in managing cross-cultural negotiations and closing deals effectively, with specific focus on documenting agreements, promoting closure, and ensuring clear communication across different cultural contexts in the energy sector.

By the end of this course, the participants will add to their technical know-how a core competence in negotiation skills. They will thus become formidable negotiating opponents.

The course is intended for middle-managers and technical and other staff who are responsible for contracts, but with limited previous exposure to negotiations, and who will need these skills in the near future.

• Basic
• Intermediate

This course integrates theory with practical applications through case studies, simulations, and hands-on exercises. Participants will analyze real-world scenarios and engage in discussions to enhance their negotiation skills in technical and commercial contexts.

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