The bulk of this interactive course comprises of realistic, oil industry-based, role-play negotiating scenarios based on a variety of commercial and non-commercial situations. This is underpinned with instruction in negotiating principles and methodology, as well as essential checklists for planning 

On the first day, participants will learn what is meant by negotiation, their potential and attitude to negotiations, and the key sequence of negotiating steps.  The sequence of negotiating steps will help them learn to appreciate the value of completing one step before proceeding to the next.

Negotiation will always be a process that involves people.  Participants will learn how to use effective listening and questioning techniques to understand the motivation of the different personalities with whom they are negotiating.  They will also learn how to use this to influence the other party to achieve better results. The advantages and disadvantages of negotiating by phone or email will also be reviewed in the context of how cultural differences affect international negotiations.

Course participants will learn how to develop alternative bargaining strategies and the corresponding effective bargaining techniques. This session will also provide direction on how and when to avoid premature bargaining, how to resolve impasse, how to deal with conflict, and how to offer and extract concessions.  This will be followed by how to recognize closing signals, confirm and follow-up, and how to lock in what has been agreed.  Following the tips on how to negotiate in teams, participants will move on to implementing what they have learned in a team negotiation centered on the award of a contract.

Course participants will learn what is meant by the Breakthrough Strategy and how it can be used to deal with difficult people and difficult situations.  Each of the methods will be supported by examples and the opportunity for participants to identify and practice them, then apply them in a team environment.

Participants will learn the subtleties and respect that will need to be applied to international negotiations, what conflict management styles they may use under differing negotiation conditions, and a structured approach to dealing with contract disputes.  Participants will also be provided with the opportunity to practice them and then apply them in a team environment. Learning will be consolidated by reviewing research findings about the habits of successful negotiators.

This introductory intermediate-level workshop is aimed at those with little or no previous negotiating experience who wish to improve their ability and confidence. It is suitable for a variety of professionals working in the oil and gas industry, as well as those involved in commercial and inter-personal negotiations.

This interactive Training will be highly interactive, with opportunities to advance your opinions and ideas and will include;

• Lectures
• Workshop & Work Presentation
• Case Studies and Practical Exercise
• Videos and General Discussions

Day 1: 

Understanding the Negotiation Process and Negotiating Outcomes 

Negotiation process 

Preparing for negotiation 

Initiating and presentation 

Role play: 1 to 1 Negotiation 

Day 2:

Communication and Human Behavior in Negotiations 

Effective verbal and non-verbal communication

Handling international negotiations

Recognizing cultural differences

Overview of bargaining and presentation stages

Role play: 1 to 1 Negotiation 

Day 3:

Bringing the Deal to a Successful Conclusion  

Bargaining 

Closing the deal 

Team negotiations 

Role Play: Team Negotiations 

Day 4:

Breakthrough Strategies 

To the balcony: keeping your eye on the prize 

Disarm them: stepping to their side 

Change the game: reframing 

Building the golden bridge 

Bringing them to their senses, not to their knees

Role Play: Team Negotiations

Day 5:

Conflict Management Styles and Disputes 

Virtual international negotiations 

Managing conflict 

Contract disputes 

Habits of successful negotiators 

Role Play: Team Negotiations 

BTS attendance certificate will be issued to all attendees completing minimum of 75% of the total course duration.