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15 - CMN - Contract Management and Negotiation Skills


CMN 103 - Negotiation Skills in International Oil Contracting

Code Start Date Duration Venue Fees
CMN 103 21 November 2020 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 19 December 2020 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 16 January 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 13 February 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 13 March 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 10 April 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 05 June 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 31 July 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 28 August 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 25 September 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 23 October 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 20 November 2021 5 Days Istanbul $ 3950 Registration Form Link
CMN 103 18 December 2021 5 Days Istanbul $ 3950 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