1. Negotiating Oil and Gas Contracts
25 – 29 August, 2014 | Accra, Ghana.
This course is available for IN-HOUSE; For Further information, please contact: Tel: +234 8037202432, Email: petronomics@yahoo.com. Web: www.thepetronomics.com

2. OVERVIEW
The global industry is constrained with diminishing reserves,
heightened regulatory requirements and dwindling earnings arising
from the swelling production cost and the lingering economic
downturn. This places excess pressure on operators with
vulnerability skewed to the marginal independent players. Thus,
to come out of the woods, many companies will have to revise
their operating models - working more closely in teams with
business partners and sorting out different process mix to
outsource and harness the critical oversight functions so they can
address quality issues and place employees frontline to better
control the growing situational operational risk.
The “Negotiating and Managing Oil and Gas Contracts learning
programme” therefore stand to provide the expertise required by
industry practitioners to manage risks and liability in the evolving
market place.
LEARNING OBJECTIVES
After attending this course, participants will,
 Participants will recognize the areas of law that apply to
the oil and gas industry
 Be equipped with the expertise to obtain enforceable
agreements that contain terms and conditions most
productive for their organizations.
 Be exposed to the significance of relationships and a
step-by-step checklist of elements to understand in
negotiating.
 Understand the inherent risk associated with the global
oil and gas business.
 Appreciate each element of the sales contract.
 Leave this course better equipped to negotiate
profitably with international companies, regulatory
agencies and governments, with an understanding of the
negotiation process to obtain the terms most beneficial
to their organization.
 Learn how to effectively and meaningfully negotiate and
manage operational risk and liabilities.
PERFORMANCE FOCUS
Our programmes are significant investment for your workforce.
They are designed to fill identified industry knowledge gap and
provide hands-on applicable know-how that give participants a
deeper insights on their deliverables. The various modules are
cultured to encourage stakeholders to aspire the attainment of
operational efficiency along the business chain.
COURSE CONTENTS
Introduction and Industry Overview
 Overview of contractual and fiscal structures
 Confidentiality and non-disclosure agreements
 Exclusivity agreements
 Joint bridging agreements
 Areas of mutual interest agreements
Negotiation Skills for Oil and Gas Contracts
 The rise and rise of the negotiator
 The increase in negotiated relationships
 Technical AND commercial skills
 Recognizing a negotiation
Planning and Preparation Routines
 Preparation for negotiation meetings
 Conduct of meetings
 Negotiations as part of the larger transaction
 How accomplished negotiators plan
 Particular requirements for complex negotiations
 Templates for competitive and collaborative
negotiations
Protocols of Negotiation
 Protocols which must be observed
 Protocols which can be changed
 Turning rules to your advantage
 Creating negotiation structures which increase the
probability of success
Techniques of Persuasion
 Dealing with logic
 Dealing with power
 Dealing with emotion
 Other approaches
Cultural Differences in Negotiation
 Understanding the differences between cultures
 Recognising individual and cultural styles
 Five simple approaches to overcoming cultural
differences
 Recognising and dealing with other differences (non-
cultural)
Examples of Agreements, Area of Mutual Interest Agreement
Joint Study Bidding
Issues in Drafting JV and Licensing Agreements
 Typical provisions of the agreements
 Practical exercise focusing on key licensing issues
 Technology transfer
 Concessions and licenses
 PSC’s
 Termination
Joint Operating Agreements (JOA)
 Relationship between the parties
 Scope
 Interest of the parties
 The role of the Operator
 Rights and duties of the Non-Operator
 How oil companies are increasingly using JOA’s
 New developments in contracting strategies
Commercial Terms in Licensing and Concession
Agreements
 Fiscal arrangements, licence fees
 Royalties, the R factor
 Taxation, Bonuses and Penalties
General Contract Terms and Risk Allocation
 Performance standards
 Data collection and reporting
 Audit rights and financial reporting
 HSSE requirements
 Sub-contractors
PRACTICAL WORKSHOP- Drafting contractual
guarantees and warranties
 Advance payment bonds
 Retention bonds

3.  Performance guarantees
 Parent company guarantees
 Example clauses
Understanding Contractual Liabilities
 Liabilities for personal injury or death
 Liability for late delivery, performance or similar
 How to limit the maximum aggregate damages
 Fundamental breach v breach of fundamental obligations
 Sample clauses
Termination of Oil and Gas Contracts
 Right to terminate under the contract
 Right to terminate under applicable law
 Consequences of termination
 Getting it “right”
 Getting it “wrong”
Dealing with Disputes in Oil and Gas Contracts
 Choice of method
 Litigation
 Arbitration
 Mediation
 Expert determinations
Negotiation Self Assessment Tool
 Assessing your natural style
 Experimenting during opportunities to negotiate
 Developing a personal development plan
 Prioritising your development plan
Case Study
CURRICULUM
Nothing exemplifies the contemporary oil and gas industry as
much as the growth of joint ventures, sub-contracting or other
form of collaboration. This course had been designed to broaden
participants’ knowledge on the intricacies of the energy market, its
benefits and setbacks as well as the options open to practitioners.
Participants that grasp the technicalities for negotiating and
managing oil and gas contracts should be able to chart a new
course for the organisation using the expertise acquired.
DELIVERABLES
Our training programmes are exciting learning events. All
participants during the programme are entitled to all course
materials and a certificate of participation. On a written request,
we shall furnish you with a detailed report summarising our
perception of participants’ strengths, areas for improvement and
proposed action plans within four weeks of concluding the course.
Our feedback process ensures your objectives are achieved by the
conclusion of our training process.
PROGRAMME FEE
The programme fee covers tuition, course materials. Payment is
due upon receipt of the invoice. Our cancellation policy applies =
$2500 (USD)
IN-HOUSE TRAINING
Petronomics Training can work with your organization to provide
the course to meet your budget at your convenience (time and
location) in the comfort of your working environment. This
collaborative effort, emphasize actionable learning, the application
of theory in practice and combine core business skills/technical
knowledge with dynamic leadership training.
If you would like to discuss possible collaboration in developing in-
house training, please contact on the details below.
REGISTRATION
To nominate a participant for this training, kindly forward the
details of your nominated participants, (i.e. name, email address,
telephone nos.) and stating the course your participant are
registered.
Business Development Desk
Petronomics Training
12A MabinuoriDawodu Street
Gbagada Estate Phase 1, Lagos
Telephone: 234 1 8426905-6
0803 720 2432
+971556985290
Email: ayantola.victoria@thepetronomics.com
petronomics@yahoo.com
www.thepetronomics.com
ABOUT US
At Petronomics, energy expertise is our resource and inspiring
competence is what we enjoy. The application of knowledge in
driving innovation and ultimately possibilities is the catalyst that
steer a distinctive value proposition. Braced with visionary
advisory board, inspired/cultured workforce and experience
faculty, we provide superior intellectual resource pool that bridge
competency gap for industry operators. The benefits of our
expertise are accessible through learning programmes, research
and conference services; a blend that sets us as the preferred
pool, professionals approach to upgrade business skills.
THE LEARNING APPROACH
In driving innovation and industry excellence, we develop skills
and experience that employers value by offering a comprehensive
range of flexible learning options to meet their workforce
development needs through a broad range of learning approach
that offers intensive and enjoyable experience to participants.
Participants benefit from lectures, case study analysis, group
discussion, workshop, and are also encouraged to learn from
other managers and professionals on their programme by sharing
ideas and experiences. We place a particular emphasis on group
work where participants’ real life situations are used as vehicles
for learning.
FACULTY
Key to our approach is the quality to the faculty members. Every
faculty member on our 20 member team is rigorously assessed
and contracted in line with our Standard Operating Procedure.
Each of them understands that they have to deliver training and
supporting documentation to the highest standard. They
comprise of professionals with outstanding track records in their
area of specialty. Whilst they bring to bear several years of
hands-on experience in the industry, they are committed to
knowledge growth and have an understanding of the link between
strategy and knowledge capital.
LEARNING ENVIRONMENT
Our programmes are conducted in a decent and cozy
environment globally. We ensure that our participants are
relaxed to refresh in an ambience well conducive for inspiring and
creative brainstorming that accelerate the learning curve of
individual participants. In consolidation of our value chain,
locations are carefully considered using our five star QC indicator
like security, banquet facilities, accessibility and customer services.
Our programme team works with the facility staff to ensure a
personal and warm welcome to participants.