This course offers you the key strategies and techniques to appreciably enhance your ability to negotiate better contracts and to better negotiate solutions to the inevitable conflict and (often) disputes that can arise in the post-award contracts environment. This program is designed with leading contract industry knowledge and practical contract negotiation case studies discussion and analysis to provide you with an interactive learning environment.

1. Date: 17thto19thofAugust2015
Location: KualaLumpur,Malaysia
MaximizeProfitsandMinimizeRiskthroughWellPlanned&ExecutedNegotiation!
Specially Designed for
The course is beneficial for operator and contractor professionals involved in petroleum contract negotiation
and administration, including:
Procurement Managers & Executives
Contract Managers & Executives
Legal Managers & Executives
Commercial Managers & Executives
Business planners & Development Managers
ADVANCEDPETROLEUM
CONTRACTNEGOTIATIONCONTRACTNEGOTIATION
Masterclass Objectives
JIM BERGMAN
Vice - President, Asia Pacific and Middle East
IACCM - INTERNATIONAL ASSOCIATION
FOR CONTRACT AND COMMERCIAL MANAGEMENT
Over 20 years of oil & gas commercial and procurement contract experience
Led & managed supply base portfolios worth over US$1 billion
Developed contracting processes for Fortune 500 companies
Assisted numerous clients through all phases and steps of contracting, negotiation, strategic sourcing and
bidding processes, and contract management processes, demonstrating savings in excess of $100 million
Contracts attorney for a Fortune 500 petrochemical corporation was responsible for legal and negotiations
support
Petrosync Distinguished Lecturer:
UNDERSTAND the impact of power curves in negotiations
REALIZE the importance and impact of of negotiating before and after partner selection
DEVELOP effective negotiation strategies for your contracts in the Oil and Gas sector
ASSIGN effective roles to negotiation team members
LEARN effective negotiation tips and techniques
ACQUIRE hands on negotiation experience in an oil and gas sector contract
CREATE negotiation strategies that enable greater value and risk positions
IDENTIFICATION negotiation tools that are needed for negotiation success in the oil and gas sector
J
V
Project Managers & Executives
Risk Managers & Executives
PLUS anyone who is in need of a good understanding
the petroleum contract negotiation
*HRDFClaimable
*Claim16PDUs
or1.6CEU
withthiscourse!
(PMBOKTMGuide
on“CategoryFour
Programs”)
Supported by

2. Defiing Viable and Effective Negotiation Tactics
Knowing the tactics and when to use them
Anticipating the tactics of the other side - and planning how to react and respond
Assigning certain tactics and roles to the appropriate team members - and preparing for the implementation
EXERCISE: Addressing twenty potential tactics, and selecting the right ones, for negotiating a wellhead
completion contract
Developing a Robust Negotiation Strategy Document
Defining the overall strategic outcome of a negotiation
Key elements of a negotiation strategy document
Socializing the negotiation strategy throughout the enterprise before the negotiation formally commences
EXERCISE: Creating useful multi-purpose negotiation strategy documents - from seismic data modelling
contracts to downhole fishing tool contracts
Creating a Principle-Based Negotiation Strategy
What is principle-based negotiation?
Knowing when to use principle-based negotiation approaches
Understanding the risks and benefits of principle-based negotiations
EXERCISE: ROLE-PLAY - Negotiating a maintenance services agreement, using a principal-based approach
ADVANCEDPETROLEUMCONTRACTNEGOTIATION
17th - 19th August 2015 at Kuala Lumpur, Malaysia
Contracts are absolutely essential in the petroleum industry, and poor contract negotiations can result in many
unnecessary and costly problems. When engaged in contract negotiations of all types and value, your skill as a contract
negotiator may not only prevent losses and Tincrease gains for you and your organisation, but it can also establish the
foundation for long and mutually fruitful relationships.
While many negotiation courses address the topic in a general light, this workshop is specifically focused upon the Oil and
Gas commercial relationship negotiation interface. You will learn how to become an effective negotiator in the context of
a commercial contracting – you will realize that negotiations is not merely an event, but rather an inter-related phase in a
larger process. When should you negotiate? How can you best prepare for negotiations with commercial partners in the
Oil and Gas sector? Why are internal negotiations with stakeholders sometimes tougher than negotiating with external
commercial partners? These are just some of the easier questions we will address in this interactive session.
This course offers you the key strategies and techniques to appreciably enhance your ability to negotiate better contracts
and to better negotiate solutions to the inevitable conflict and (often) disputes that can arise in the post-award contracts
environment. This program is designed with leading contract industry knowledge and practical contract negotiation case
studies discussion and analysis to provide you with an interactive learning environment.
COURSE AGENDA
Masterclass Overview
Day 1: TACTICAL CONTRACT NEGOTIATION STRATEGY
08:00–09:00 Registration (Day1)
09:00–11:00 Session I
11:00–11:15 Refreshment & Networking Session I
11:15–13:00 Session II
13:00–14:00
14:00–15:30 Session III
15:30–15:45 Refreshment & Networking Session II
15:45–17:00 Session IV
17:00 End of Day
PROGRAM SCHEDULE
Lunch

3. ADVANCEDPETROLEUMCONTRACTNEGOTIATION
17th - 19th August 2015 at Kuala Lumpur, Malaysia
Establishing a Re-Negotiation Policy
Justifying and defining the boundaries around re-negotiation
Tactics and strategies for re-negotiation success
The key elements of a re-negotiation strategy
EXERCISE: Developing a re-negotiation strategy for a process chemicals contract
Mastering the Challenges of Internal Negotiations
The differences between internal and external negotiations
Tactics and strategies for internal negotiation success
Understanding the stakeholder - negotiation adversary or enabler?
EXERCISE: Negotiating a services contract to support stakeholders across the entire integrated, multi-national oil
and gas enterprise - from upstream to midstream and downstream
Populating the Negotiation Tool Box
The proliferation of electronic negotiation platforms
The need for negotiation strategy documents
Capturing lessons learned and driving continuous improvement across other negotiations
EXERCISE: Assessing and selecting the tools that work in the optimal scenario, with the optimal partner, with the
optinmal results
Calculating Financial Equivalents in a Winning Negotiation
How to measure financial equivalents in a negotiation
What to do when negotiating the immeasurable
Keeping score - even when the financial equivalents change
EXERCISE: Negotiating a oil and gas production facilitiy maintenance services contract - and knowing the value
of what was gained and given
Day 2: ESTABLISHING RE-NEGOTIATION POLICY
Negotiating and Managing the contract change order process
What is a change order and why does it happen?
Understanding the relationship dynamics behind a change order
Documenting the change order and preventing excessive changes
EXERCISE: Addressing the change order process with a freight agreement
Utilizing Alternative Dispute Resolution Options
What is arbitration?
What is mediation?
Exploring negotiation options before taking the litigation path
EXERCISE: Negotiating a settlement/resolution of a dispute over a production sharing agreement
Managing Contract Close-Out issues
Why do contracts terminate?
Understanding the rights and responsibilities that survive termination
Closing out the contract - negotiation, communication, and change management considerations
EXERCISE: Negotiation and management of gas plant maintenance contract after it expires
Managing key contracts in the Oil and Gas sector
Oilfield Services Agreements
Capital Equipment Agreements
EPC, EPCIC and EPCM Agreements
FEED contracts
Memos of Understanding and Confidentiality Agreements
EXERCISE: Exploring a series of contract lanaguage provisions - what can be managed?
Day 3: POST-CONTRACT - THE NECESSARY NEGOTIATIONS

4. Jim Bergman serves as Vice President of Asia Pacific and Middle East IACCM. Prior to joining IACCM, Mr.
Bergman was a contracts attorney for a Fortune 500 petrochemical corporation, Amoco Corporation, and was
responsible for legal and negotiations support to the procurement staff. He supported multiple locations
globally, where he addressed strategic sourcing and legal issues concerning commodities and services valued
at more than $1 billion annually.
Mr. Bergman’s experience encompasses developing, negotiating and managing contracts for a wide array of
projects with multiple clients. He has been extensively involved in establishing many customer-supplier
relationships founded on strategic sourcing, supply chain management, performance metrics and measures,
as well as Total Cost of Ownership principles, and has served as editor for publications focusing on the
successes associated in such relationships. He has also led in developing and delivering both public and
internal training programs.
As a strategic management consultant, Jim has assisted numerous clients through all phases and steps of
contracting, negotiation, strategic sourcing and bidding processes, and contract management processes,
demonstrating savings in excess of $100 million. His audiences and clients have included attorneys, plus
financial, operational and sourcing professionals from multinational corporations and the public sector.
Jim holds a Law Degree and he is licensed to practice law in Illinois, Texas and Oklahoma, as well as various US
federal courts.
ADVANCEDPETROLEUMCONTRACTNEGOTIATION
17th - 19th August 2015 at Kuala Lumpur, Malaysia
JIM BERGMAN
Vice - President, Asia Pacific and Middle East
IACCM - INTERNATIONAL ASSOCIATION
FOR CONTRACT AND COMMERCIAL MANAGEMENT
Over 20 years of oil & gas commercial and procurement contract experience
Led & managed supply base portfolios worth over US$1 billion
Developed contracting processes for Fortune 500 companies
Assisted numerous clients through all phases and steps of contracting, negotiation,
strategic sourcing and bidding processes, and contract management processes,
demonstrating savings in excess of $100 million
Contracts attorney for a Fortune 500 petrochemical corporation was responsible for
legal and negotiations support
JIM’SCLIENTELEINCLUDE:
• Aramco
• Baker Hughes
• BP
• Chevron
• DuPont
• ExxonMobil
• General Motors
• Halliburton
• Petronas
• Sasol
• Shell
• Total
• Malaysia Marine & Heavy Engineering
• MISC
• Petronas Methanol
• Mimos Berhad
• Sime Engineering
• Talisman Malaysia
• Tenaga Nasional
• and many more
Petrosync Distinguished Instructor

5. * For 5 or more delegates, please inquire for more attractive package.
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INVESTMENT PACKAGES
Investment Package FULL MASTERCLASS
Standard Price 14th Aug 2015
10th July 2015
SGD $ 3,995
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10% discount for groups of 3 registering from the
same organization at the same time
COURSEDETAILS
Title : ADVANCEDPETROLEUMCONTRACTNEGOTIATION
Date : 17th - 19th August 2015
Location : Kuala Lumpur, Malaysia
AMEX
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