Réf: CT02-MOD01

Negotiation methodology: DIDACTIC

  • Duration in hours: 3 x 4h
  • Module level: Skill to Advanced
1200 €

Overview: A balanced contractual relationship between the Operator and its Contractors or the authorities of the Host Government is essential as most of the activities and works related to the exploration, development and production of an oil or gas field are executed through contracts.
Amongst others, there are three elements which are essential to the good execution of the Contract: 1- A clear definition of a scope of work, 2- A good knowledge of the contract itself and 3- The ability of the Parties to negotiate a balanced share of Risks and Liabilities.
Based on the negotiation experience of the author, Adinergy has developed a negotiation Process covering the phase of preparation, negotiation itself and evaluation of the results obtained to be compared with the objectives set. This Process is called the DIDACTIC™ negotiation method and is unique. The course therefore intends to give a structured methodology allowing the Parties to organize a negotiation and find the optimal way to balance their contractual relationship. 
How to prepare the negotiation of Contracts, Purchase Orders, Frame Agreements, Claims?
How do we negotiate in the Oil and Gas industry? What are the specificities of the negotiation in the energy Industry? 
The course will also answer these questions as it has been specifically designed for the energy industry. 

Audience: This module can meet a very wide audience as it is intended to any actor having to manage a Project or a Contract, negotiate in the frame of a Call for Tender, Claims or Purchasing/Contracting Processes: Contract engineer, Buyer, Package Manager, members of the Host Government having to deal with Oil and Gas Companies. This course is also intended to personnel of technical departments who manage and administer the Contracts and must deal with the Contractors and Vendors daily.

Deliverables: Upon completion of this module, Trainees will be prepared through a strong methodology to prepare and conduct a negotiation. When given in Class rooms, Trainees will practice the negotiation through table top exercises issued from real negotiation cases.

Certificate: The training will be completed by an online test on EvalBox. Upon completion of the training, including the test, participants will be awarded a Certificate of Attendance issued by Adinergy.

  1. Define the Subject
  2. Identify the Risks
  3. Determine the Objectives
  4. Arrange the Compensations
  5. Confront the Arguments
  6. Target the Reciprocity
  7. Internally evaluate the Results
  8. Conclude


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