Negotiation in Purchasing and Contracting


How to prepare the negotiation of Purchase Orders, Frame Agreements, Contracts ?..
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 adapated 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 actors 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 learned about themselves and their counterpart in order to better manage the relationship.


The training will be opened and closed 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.


The content of this course is identical to course ADY-PM03, however the exercises may be different in order to better adapt to students expectations.

Content of the Course

Negotiation methodology: DIDACTIC

Negotiation methodology: DIDACTIC

Overview: Adinergy has developed the DIDACTIC negotiation method...

Workshop: Behavior and Leadership

Workshop: Behavior and Leadership

Through exercises, Trainees improve their ability to talk face to face...