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12 - CMN - Contract Management and Negotiation Skills


CMN 103 - Negotiation Skills in International Oil Contracting

Code Start Date Duration Venue Fees
CMN 103 26 October 2019 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 23 November 2019 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 21 December 2019 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 18 January 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 15 February 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 14 March 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 11 April 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 09 May 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 06 June 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 04 July 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 29 August 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 26 September 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 24 October 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 21 November 2020 5 Days Istanbul $ 3200 Registration Form Link
CMN 103 19 December 2020 5 Days Istanbul $ 3200 Registration Form Link
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Course Description

The focus of this course is the four phases of commercial negotiations which are positioning, argumentation, emergence of consensus and final agreement or impasse. Oil industry contracts are negotiated within a framework that embodies law, economics and interpersonal skills. In this context, this course sheds light on the primary role of the negotiator in planning, negotiaiting and documenting contracts which are the embodiment of commercial transactions and relationships within the oil industry framework.

Course Objectives

  • Acquiring the foundations of contract principles in the international oil industry
  • Learning the skills required for successful negotiations to create binding commitments
  • Understanding the dynamics of drafting and documentation of international oil industry value chains

Who Should Attend?

  • Supervisors
  • Practitioners 
  • Lawyers
  • Managers
  • Executives

 

Course Details/Schedule

Day 1

  • Definition of the concepts and participants
  • Legal Framework
  • Negotiation Stage
  • Industry Terms and Conditions

Day 2

  • Cross-Cultural Negotiations
  • Legal Function in Negotiations
  • Preperation and Planning
  • Negotiation Styles
  • Effective Negotiation Tactics

Day 3

  • Economic Indicators
  • Profit and Value
  • Cash Flow
  • Net-Backs
  • Finance 

Day 4

  • Contract Structure
  • Drafting Style
  • Balancing Contracts
  • Document Management

Day 5

  • Commercial and Legal Structure
  • Intergovernmental Agreements
  • Sector Agreements