Negotiation in Project


How to prepare the negotiation of Purchase Orders, Frame Agreements, Contracts, claims ?..
How do we negotiate in the Upstream industry ? What are the specificities of the negotiation in the Upstream Industry ?
This course gives tools and tactics to better manage the relationship with the contractual Party (whatever Operator or Contractor).

50% of the time will be spent on real situations exercises. The exercises are adpated to the course reference: Project - Purchasing or Contracting.

Video is used for the Workshop and the Exercises in order to improve in live the oral expression and the results of the negotiation exercises.


Contract Engineers, Purchasers, Managers and any actor of the Contract and Purchasing function. This course is also intended to person from technical departments who manage and administer the Contracts and have to deal with the Contractors and Vendors on a daily basis.


Upon completion of this course the attendants will have a methodology for negotiation in the frame of a Call For Tender, Purchase Order, a claim or their daily contractual relationship with the Operator or Contractor.
They have learnt about themselves and their counterpart in order to better manage the relationship.



Content of the Course