Negotiation of an Exploration/Production Contract IFP Training
Projects <ul><li>The Project </li></ul><ul><li>.What is a project? </li></ul><ul><li>.The evaluation of projects </li></ul...
Negotiation Plan <ul><li>The negotiation </li></ul><ul><li>. A definition of negotiation </li></ul><ul><li>. An operationa...
Negotiation Plan (1/3) <ul><li>Different Stages in the development of a negotiation plan </li></ul><ul><li>Identify the ke...
Negotiation Plan (2/3) <ul><li>2.  Defining the Objectives and key issues for the negotiation </li></ul><ul><li>the strate...
Negotiation Plan (3/3) <ul><li>6. Possible areas of agreement </li></ul><ul><li>positioning during negotiations </li></ul>...
Frameworks (1/5 ) SWOT Us Them Strengths Weaknesses Opportunities Threats
Frameworks (2/5) Objectives and Issues Complementary Divergent Objective Objective Issue n° 1 Issue n° 2 Issue n° 3 Issue ...
Frameworks (3/5) Value Scale Negotiation Issues Value scale of issues 1 2 3 4 Us Them
Negotiation Positions (1/4) Buyer PAI buyer PO PR Buyer PR seller PO PAI seller Seller
Negotiation Positions (2/4 ) Buyer PAI buyer PO PR buyer PR seller PO PAI seller Seller Possible Agreement Zone (PAZ))
Buyer PAI buyer PO PR buyer Seller PO PR seller PAI seller Restricted PAZ Negotiation Positions(3/4)
Negotiation Positions(4/4) Buyer PR PR 1  buyer (MAX) PR 1  seller (MIN) seller Negative PAZ
Frameworks (4/5) Informations Us Them Obtain Give Filter through Hide
Frameworks (5/5) Complete Scenario Framework Value of issues Us Them Technique Negotiation issue (Issue) Us Them Us Them U...
Negotiation process Concessions and values of corresponding points (values of 3, 2, and 1) Techniques of structuring issue...
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Negotation of an Oil Exploration/Production Contract, Professeur Michel Vuillod, ENSPM, Institut Français du Pétrole

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International Oil and Gas Resource Management Seminar, April 27-30, 2008; held in Libreville, Gabon

Published in: Economy & Finance, Business
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Negotation of an Oil Exploration/Production Contract, Professeur Michel Vuillod, ENSPM, Institut Français du Pétrole

  1. 1. Negotiation of an Exploration/Production Contract IFP Training
  2. 2. Projects <ul><li>The Project </li></ul><ul><li>.What is a project? </li></ul><ul><li>.The evaluation of projects </li></ul><ul><li>.Classifying projects </li></ul><ul><li>.Project trajectory, from the initial concept to project implementation </li></ul><ul><li>.Project management after contract signing </li></ul><ul><li>From inter-party cooperation to legal commitments </li></ul><ul><li>. Cooperation is crucial </li></ul><ul><li>. The inevitable legal dimension </li></ul><ul><li>. Contractual security </li></ul><ul><li>From evaluation to negotiation </li></ul><ul><li>. two very distinct objectives </li></ul><ul><li>. synchronizing evaluation and negotiation </li></ul>
  3. 3. Negotiation Plan <ul><li>The negotiation </li></ul><ul><li>. A definition of negotiation </li></ul><ul><li>. An operational typology: competitive and cooperative negotiations </li></ul><ul><li>The negotiation plan </li></ul><ul><li>. Preparing a negotiation plan </li></ul><ul><li>. Distinguishing fundamental elements </li></ul><ul><li>. Defining the objectives and the issues for negotiation </li></ul><ul><li>. Determine negotiation strategies (competitive vs cooperative) </li></ul>
  4. 4. Negotiation Plan (1/3) <ul><li>Different Stages in the development of a negotiation plan </li></ul><ul><li>Identify the key issues for negotiation </li></ul><ul><li>- the issue </li></ul><ul><li>- the context </li></ul><ul><li>- the actors </li></ul><ul><li>- the stakes </li></ul><ul><li>- the power </li></ul><ul><li>Work schedules: </li></ul><ul><li>- the work schedule in relation to the basic negotiating framework : SWOT </li></ul><ul><li>-studying the other party </li></ul>
  5. 5. Negotiation Plan (2/3) <ul><li>2. Defining the Objectives and key issues for the negotiation </li></ul><ul><li>the strategic objective </li></ul><ul><li>key negotiation issues </li></ul><ul><li>3. Determining the strategy </li></ul><ul><li>complementarities of objectives </li></ul><ul><li>the degree of durability of the relationship </li></ul><ul><li>the balance of power </li></ul><ul><li>determining the negotiation strategy (cooperative/competitive) </li></ul><ul><li>4. Developing possible project scenarios </li></ul><ul><li>the basic scenario </li></ul><ul><li>alternative scenarios </li></ul><ul><li>5. Prioritizing Issues </li></ul><ul><li>ranking of key negotiation issues </li></ul><ul><li>assigning values to key negotiation issues </li></ul>
  6. 6. Negotiation Plan (3/3) <ul><li>6. Possible areas of agreement </li></ul><ul><li>positioning during negotiations </li></ul><ul><li>possible agreement zone (PAZ) </li></ul><ul><li>7. The scenario framework </li></ul><ul><li>8. The areas of negotiation </li></ul><ul><li>9. Expected course of successive phases </li></ul><ul><li>techniques to structure key issues </li></ul><ul><li>tactics for argumentation </li></ul><ul><li>negotiation teams </li></ul>
  7. 7. Frameworks (1/5 ) SWOT Us Them Strengths Weaknesses Opportunities Threats
  8. 8. Frameworks (2/5) Objectives and Issues Complementary Divergent Objective Objective Issue n° 1 Issue n° 2 Issue n° 3 Issue n° 4 Issue n° 5 Issue n° 6
  9. 9. Frameworks (3/5) Value Scale Negotiation Issues Value scale of issues 1 2 3 4 Us Them
  10. 10. Negotiation Positions (1/4) Buyer PAI buyer PO PR Buyer PR seller PO PAI seller Seller
  11. 11. Negotiation Positions (2/4 ) Buyer PAI buyer PO PR buyer PR seller PO PAI seller Seller Possible Agreement Zone (PAZ))
  12. 12. Buyer PAI buyer PO PR buyer Seller PO PR seller PAI seller Restricted PAZ Negotiation Positions(3/4)
  13. 13. Negotiation Positions(4/4) Buyer PR PR 1 buyer (MAX) PR 1 seller (MIN) seller Negative PAZ
  14. 14. Frameworks (4/5) Informations Us Them Obtain Give Filter through Hide
  15. 15. Frameworks (5/5) Complete Scenario Framework Value of issues Us Them Technique Negotiation issue (Issue) Us Them Us Them Us Them Us Them (Issue) (Issue) (Issue)
  16. 16. Negotiation process Concessions and values of corresponding points (values of 3, 2, and 1) Techniques of structuring issues Circumstance and moments were concession intervenes Remarks Them Us

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