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ONLINE: Negotiation Skills for the Oil & Gas Industry (SSK910)


    During this live and highly-interactive online course participants will learn to apply a structured approach to effective negotiating. Combined with the break-out sessions incorporated into this programme this is designed to improve your confidence in negotiating and to improve the outcome of your negotiations.
    The bulk of this interactive course comprises realistic, oil industry-based negotiating scenarios based on a variety of commercial and non-commercial situations, which will be carried out in break-out groups and trainer-led discussion. This is underpinned with instruction in negotiating principles and methodology, as well as essential checklists for planning and reviewing.

    Course Structure: 10 modules of max. 2 hours each, delivered over 5 days
    The first session will run for 2½ hours to allow for introductions, subsequent sessions will be 2 hours long. Each day will consist of 2 sessions (1 morning/1 afternoon) with a break of 10 minutes during each of the sessions, time will be allowed for questions and discussions.

    Course Level: Foundation / Skill
    Duration: 5 days
    Instructor: Paul Keighley

    Designed for you, if you are...

    • A professional working in the oil & gas industry, with little or no previous negotiating experience wanting to improve your abilities and confidence in this core business activity
    • A petroleum professional involved in commercial as well as inter-personal negotiations

    How we build your confidence

    This course content has been designed to be delivered via a live Remote Instructor-Led platform and consists of 10 modules delivered over 5 days.

    The benefits from attending

    You will be exposed to the Breakthrough Negotiation Strategy to help you achieve results in difficult and complex negotiations.
    You will learn how to:

    • Plan and prepare for negotiations
    • Recognise the vital steps in a negotiated settlement and to exhaust one step before proceeding to the next
    • Improve your communication skills to achieve better results
    • Resolve impasse and handle difficult negotiations
    • Negotiate in teams
    • Negotiate in an international petroleum environment taking into account cultural differences


    Understanding the Negotiation Process & Negotiating Outcomes
    • Negotiation as a process
    • Preparing for your negotiation
    • Initiating and Presentation
    • Discussion of negotiation scenarios

    Communication and human behavior in negotiations
    • Effective verbal and non-verbal communication
    • Handling international negotiations
    • Recognising cultural differences
    • Overview of Bargaining & Presentation Stages
    • Virtual International Negotiations
    • Discussion of negotiation scenarios

    Bringing the deal to a successful conclusion
    • Bargaining
    • Resolving impasse/concessions
    • Closing the deal
    • Team negotiations
    • Discussion of team-based negotiation scenarios

    Breakthrough Strategies
    • To the balcony - keeping your eye on the prize
    • Disarm - stepping to the side
    • Change the game - reframing
    • Building the Golden Bridge
    • Bringing them to their senses, not their knees
    • Discussion of team-based negotiation scenarios

    Conflict Management Styles and Disputes
    • Communication styles
    • Managing Conflict
    • Contract Disputes
    • Habits of successful negotiators
    • Wrap up session

    Customer Feedback

    "A brilliant course that was well explained and presented by a very knowledgeable trainer. There were many real examples through which it was easier to perceive the presented material." - Manager at NIS

    "Very interesting, challenging and educational course. This training is very significant and useful for people who deal with negotiations in their work scope. It built my confidence and knowledge on the ideas, objectives and outcomes of negotiation skills and processes." - Petroleum Brunei



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