Negotiation Skills for the Oil and Gas Industry

This Negotiation skills for the oil and gas industry course is an essential first step for professionals in the oil and gas industry who have limited experience of negotiation and want to improve their skills in this area with interactive, oil industry-based examples and scenarios. The course aims to build delegates' confidence by introducing them to a structured approach intended to help them close deals more effectively.
The course also outlines the Breakthrough Negotiation Strategy approach for complex negotiations.

By the end of this interactive Four day course participants will have learned to:

• plan and prepare for negotiations
• identify the key steps in a negotiated settlement, completing one before moving on to the next
• communicate in a way that secures better results
• handle difficult negotiations
• negotiate as part of a team
• respect cultural differences in international negotiations

•         Negotiation as a process
  - What do we mean by negotiation?
  - Are you a potential negotiator?
  - Key negotiating steps

•         Preparing for your negotiation
  - Five keys to preparation
  - Knowing your subject, knowing your counterpart, preparing your tactics
  - An invaluable tool - preparation checklist

•         Initiating and presentation
  - The importance of initiation and how to initiate
  - The importance of presentation after initiation and before bargaining

•         Bargaining
  - Developing your bargaining strategy
  - Effective bargaining techniques
  - How and when to avoid premature bargaining
  - How to resolve impasse and deal with conflict
  - Getting concessions

•         Closing the Deal
  - How to recognise closing signals
  - Confirmation and follow-up

•         Communication and human behaviour in negotiations

- Seven steps to effective communication
- Verbal and non-verbal communication
- Learning how to listen
- Dealing with different personalities
- How to communicate to influence the other side
- Negotiating by phone or email

- Team negotiations

- Breakthrough negotiations strategy

•         Handling international negotiations
  - Recognising cultural differences
  - How cultural differences affect negotiations
  - Preparing for international negotiations

•         Dealing with Conflict
  - The causes of negotiating conflict
  - How to assess your own conflict management style
  - How to handle conflict in negotiations

FOR WHOM:

Procurement Officers, Purchasing and Contracts Managers/Personnel, Sales Managers, Marketers, Accountants, Auditors, Directors, and others who perform related functions in the Oil and Gas Sector.

TRAINING METHODOLOGY

The training methodology combines lectures, discussions, group exercises and illustrations. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and as a result participant will go back to the workplace with both the ability and the confidence to apply the techniques learned to their duties.