NEGOTIATION SKILLS &

TECHNIQUES
FOR ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS

VIRTUAL INSTRUCTOR LED TRAINING (VILT)

About Your Expert Course Director: Dr. David Challis

Dr Challis was employed by Shell Australia for 15 years in a broad range of roles that included the following:
Engineering Manager, Maintenance Manager and Change Manager. He has extensive practical negotiation
experience with contractors, vendors, service agents, trade unions and purchasers of equipment and
products as well as experience working with organisations and individuals to develop negotiating
capabilities. He holds Bachelors and Masters Degrees in Power Electrical Engineering (UNSW) and a PhD in
Change Management (University of Melbourne, 1996). David has co-authored an international text
(“Patterns of Excellence”) with Professor Danny Samson of Melbourne University that describes managerial
excellence in leading international organisations.

What Past Participants Have Said About This Training Course:

“The trainer has done a very good job. He is a very good facilitator and has enabled me to increase knowledge in
negotiating for various situations” Project Manager, CUEL Limited
“I have gained new knowledge and tools that can be used” Rig Manager, Seadrill
“Thank you to the trainer. Looking forward to attend his next courses” Operation Support Engineer, Seadrill
 NEGOTIATION SKILLS & TECHNIQUES FOR
ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS

VIRTUAL INSTRUCTOR LED TRAINING (VILT)

About the Course

This is a 2-day training course that is aimed at providing professionals in the oil & gas business with a comprehensive set of
core negotiating skills. Negotiations take place in many situations e.g. between peers, manager and subordinate, company
and trade unions, company and government. The skills learnt on this course will be useful in all of these situations. However,
the course puts a focus on the skills needed in commercial negotiations. A particular emphasis is placed on the relationship
and negotiations typically carried out between client and contractor, vendor or the provider of services.

A mixture of theory, examples and practical exercises are used, so that participants understand the principles and get an
opportunity to try them out. The case studies used are real cases encountered in the oil and gas industry.

Why Attend This Course?

Many technical experts find it difficult to move out of their expertise areas and deal with commercial matters. Negotiating to
optimise business value is a step further from their comfort zones. All too often negotiations are then left to finance
personnel. They bring many strengths to the table but an understanding of engineering trade-offs is not one of them.

By attending this course participants will add to their technical know-how a core competence in negotiation skills. They will
thus become formidable negotiating opponents.

Who Should Attend?

This is a course specially prepared for, and aimed at, middle-managers and technical and other staff who let contracts, but
with limited previous exposure to negotiations, and who will need these skills in the near future.

About Your Expert Trainer: Dr. David Challis

Dr. Challis is a consultant, manager and engineer with more than 30 years’ experience in a broad range of positions. He spent
15 years with the Shell group and during this time gained extensive negotiating experience with contractors, vendors, service
agents, trade unions and purchasers of equipment and products.

Over the last 15 years, David has worked with a broad range of multinational businesses across the globe in a wide range of
negotiation related roles including:

• Developing negotiating capability and skillsets,

• Advising on negotiation strategies,
• Establishing Alliances, Joint Ventures and Partnerships, &
• Remediating Alliances, Joint Ventures and Partnerships.

He has many years of teaching experience to technical staff both in a corporate setting and in an academic setting for the
University of Melbourne in Australia. Several thousand people from around the world have benefited from his courses. He
brings an engineer’s practical perspective, and can readily empathise with technical staff making forays into the commercial
world of negotiations. David also co-authored the Patterns of Excellence book (ISBN 0273638769, published by Financial
Times Management) with Professor Danny Samson. This has been adopted by a number of blue chip companies as the core
text for management development.

CORPORATE EXPERIENCE:
• 15 years with Shell in a broad range of international and domestic technical and managerial and change management
roles.

CONSULTING EXPERIENCE:
• 5 Years with McKinsey Consulting Group
• 4 Years with Melbourne Business School

Previous Participants Include the Following World-Class Organisations:

SapuraCrest Petroleum, Shell Global Solutions, Pertamina Hulu Energi ONWJ, PCPP Operating Company, Wilhelmsen Ship
Management, TL Offshore, Carigali-PTTEPI Operating Company, PT Worley Parsons Indonesia, Petrotechnical Inspection,
Talisman Malaysia, PT Pertamina Hulu Energi, Sarawak Shell Berhad, PNOC Exploration Corporation and many others.

Conduct this training course in-house for more effective savings!

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 NEGOTIATION SKILLS & TECHNIQUES FOR
ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS

VIRTUAL INSTRUCTOR LED TRAINING (VILT)

2-DAY COURSE OUTLINE

DAY ONE
Introductions and Admin matters Exercise:
Two technically acceptable offers to clean & inspect a (largely)
• Course focus and structure over-ground pipeline have been received from two different
• What is negotiation? contractors. Discussions and negotiations are needed with each of
➢ Negotiation theory the contractors to come up with a clear “best” value option. Teams
➢ Purpose and benefits of negotiation of participants will act as client and contractor. In this exercise
➢ The fundamental elements of a negotiation participants are asked to identify the necessary activities, choices
and decisions to be made before the face to face negotiation starts.
Exercise:
The maintenance department of a Malaysian petrochemical A structured preparation sheet is given out to provide a framework
operation has gone to tender for some schedule of rates work. A to guide the process.
Head Office review is interesting to say the least. Teams of
participants will act as client and contractor to clarify issues, find a Tea
way forward and strike a deal.
• Different negotiating strategies and factors which affect
Coffee the choice
• Evaluation of comparative strengths and weaknesses
Identification of the typical negotiations seen in industry ➢ Strong position
➢ Weak position
• How individuals have different styles/responses to • How to zero in on what the buyer will pay and the seller
negotiations will take
• Soft or hard negotiating styles • Handling a “take it or leave it” situation
• Negotiator traits • “What if” and “Would you consider tactics” and how to
handle them.
• Exercise: characteristics of the most effective negotiators
participants have known
Exercise:
• Negotiating styles (win-lose, win-win)
Pipeline case study. Two technically acceptable offers to clean &
• Is win-win always the best approach?
inspect an over-ground pipeline have been received from two
• When to go for win-lose.
different contractors. Pre-negotiation preparation has been done in
an earlier exercise. Teams of participants will act as client and
Exercise:
contractor. Each contractor aims to win the job. The aim is for the
What is a successful negotiation?
client side to come up with a clear “best value” option. This option
can then be recommended to the tender board for letting.
Lunch
End of Day 1
Preparing for the negotiation

• Goals – setting your minimum and maximum objectives

for each negotiable issue – expected outcomes – When to
say no and walk away.
• Identifying sources and types of information about the
other party’s position
• Identifying and valuing potential concessions. What would
you want in return?
• The importance of creating a vision before developing
detailed tactics
• Choice of one to one or team-team negotiations
• Putting together an effective negotiating team
• The role of individuals in a team
• Benefits of outside associates
• The benefits a mediator can bring to a negotiation

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 NEGOTIATION SKILLS & TECHNIQUES FOR
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VIRTUAL INSTRUCTOR LED TRAINING (VILT)

DAY TWO
What we have learnt so far? Lunch

• Thorough preparation is key, goals, concessions etc Impact of different cultures on international negotiations
• Know more of the detail than the other side
• Using creative thinking to develop options for mutual gain • Tactical use of interpreters
(making the pie bigger) • Separating the people from the problem
• Differences in the decision process in different cultures
Managing specific aspects of the meeting
Managing the close
• Style of the meeting (collaborative or aggressive)
• How to create a climate for success • How to test when the other side is ready to close
• Using creative thinking to develop options for mutual gain • Different techniques to promote closure
(making the pie bigger)
• Get yourself in the other party’s shoes The Agreement
• Do’s and don’ts to improve question asking ability
• Ensure that the key points of the agreement are
• Managing confrontation, conflict, intimidation and anger documented as you go along
• The benefits of parallel informal discussions on specific • These should be agreed at the end of the meeting
aspects • He who writes the minutes wins!!
• Managing the “experts”
• Use of time and time-outs – giving yourself time to think Exercise: Utara Off-Shore high voltage motors. UOS has historically
• Record stage agreements as you go. How should these repaired and overhauled its high voltage electric motors using its
agreements be recorded and by whom? own technicians. High voltage availability and maintenance costs
are reasonable but certainly not world class. UOS has offers from
Coffee two motor repair contractors for the complete monitoring,
overhaul and repair of these machines with payment based on the
Bargaining future availability of the turbines.

• Ensuring the negotiator opposite has the authority to Teams of participants will act as client and contractor. Each
strike a deal himself contractor aims to win the job. The aim is for the client side to
• The benefits of limited authority come up with a clear “best value” option. This may be to stay with
• Avoiding getting stuck into a position own maintenance or let to a contractor.
• The power of simple solutions
• Have patience Tea
• Use of force majeure
• Using time and time-outs to give yourself time to think • Summarising the negotiation process
• Nibbles • Final questions and clarifications
• Individual action plans for return to work
Exercise:
Utara Refinery wants to introduce a grading system for its Course questionnaires & close
technicians. The idea is to encourage the acquisition of additional
skills. Teams of participants will act as client and union to strike a
deal.

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 NEGOTIATION SKILLS & TECHNIQUES FOR
ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS

VIRTUAL INSTRUCTOR LED TRAINING (VILT)

petroEDGE® delivers energy industry skills-based training courses in major cities around Asia, catering for every stage of your
organisation’s development path. Since our inception, we have provided wide range of management development training, business
strategy and technical skills training courses to over 100 leading international corporations and government establishments.

Our growing client profile:

Almansoori Wireline Services (Thailand) Maersk Drilling PT Perusahaan Gas Negara
Arabian Bridge Company for Oil Services Maersk Oil Qatar PT PLN (Persero) Kantor Pusat
Asetanian Marine Pte Malakoff Corporation Berhad PTT Exploration & Production
Bangladesh Oil, Gas & Mineral Corp Malaysia LNG PTTEP International Limited
Bergen Group ASA Malaysia Marine & Heavy Engineering PTTEP Iran Company Limited
BG Exploration and Production India Malaysia-Thailand Joint Authority PTTEP Oman Company
BJ Services Company Middle East Media Chinese International PVD Offshore Services Co.
BP Exploration & Operating Vietnam Mid-Continent Equipment Group Pte Ranhill Engineers & Constructors
BP Exploration Operating Company MISC Berhad Rhodia Asia Pacific Pte
BP Indonesia / Singapore & Vietnam Mitsui Oil Exploration Co. Repsol
Brunei LNG MMS (Insurance Brokers) Royal Norwegian Embassy
Brunei Petroleum Murphy Oil Corporation Sabah Shell Petroleum Co
Brunei Shell Petroleum Co National Healthcare Group Sapura Energy
Cairn Energy India Pty Nations Petroleum (SE Asia) Sapuracrest Petroleum Berhad
Carigali Hess Operating Co. Newfield Peninsula Malaysia Inc. Sarawak Shell Berhad
Carigali PTTEPI Operating Company Nipon Oil Exploration (Malaysia) Saudi Arabian Oil Company
CGG Veritas (M) Oceaneering International Saudi Basic Industries Corp
Charnavon Petroleum Offshore Geo-Surveys Schlumberger Oilffield (S) Pte
Chevron Asia South Optimal Chemicals (M) Scomi Oiltools
Chevron Thailand E & P Optimal Olefins (M) Shell Eastern Petroleum
CNOOC PC Vietnam Shell MDS (Malaysia)
Cuulong Joint Operating Company PCPP Operating Company Shell Saudi
Det Norske Veritas (DNV) As Pearl Energy (Nam Conson) Sime Darby Plantation Sdn Bhd
Det Norske Veritas Pte PERMATA Singapore Petroleum Co.
Dof Subsea Australia Pty Permata - PMTSB SN Aboitiz Power
DPS Bristol (M) Pertamina Learning Center S-Oil Corporation
Esso Malaysia Berhad PetroEnergy Resources Corp. Talisman Malaysia
ExxonMobil E & P Malaysia Inc. Petrofac Malaysia Limited Tately N.V.
First Gas Power Corporation Petroleum Insitute of Thailand Technip Geoproduction (M)
Genting Oil & Gas Petroleum Well Logging Co. Teknik Janakuasa
Geomechanics International Petrolux Temasek Holdings Pte
Greatwall Drilling Company PETRONAS Holdings Tenaga Nasional Berhad
Halliburton Energy Services, Inc. PETRONAS Carigali Thang Long JOC
Hercules Tanjung Asia PETRONAS Carigali Vietnam Limited TL Offshore
Hess (Thailand) Limited Petronas Dagangan Berhad Total (China) Investment Co. .
Hoang Long Hoan Vu JOC PETRONAS Gas TOTAL E&P Indonesia
Intisari Oildfield Service PETRONAS Methanol (Labuan) Trans Thai Malaysia
Intra Oil & Services Bhd PETRONAS Penapisan (Melaka) Transwater API
Japan Vietnam Petroleum Compan Petrousaha Engineering Services Tri-M Technologies (S)
Kavin Engineering & Svcs Pte Petrovietnam Drilling & Well Services Truong Son JOC
Kebabangan Petroleum Operating Co. Powertium Marine University New South Wales
KUFPEC Regional Ventures (Indonesia) Premier Oil Indonesia Vastalux
Lam Son JOC PT Halliburton Indonesia Velesto Offshore Drilling
Lion Rig Builder Pte PT Medco E&P Indonesia Vinyl Chloride (Malaysia)
Lundin Malaysia B.V. PT Pertamina (Persero) Head Office YTL Power International Berhad

Conduct this training course in-house for more effective savings!

Call us at +65 6741 9927 or email to info@[Link]. For more information, visit us at [Link]
 NEGOTIATION SKILLS & TECHNIQUES FOR
ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS

VIRTUAL INSTRUCTOR LED TRAINING (VILT)

IN-HOUSE TRAINING SOLUTIONS

petroEDGE focuses on skills development in 3 main areas – Engineering, Management and Strategy for Upstream
®

Exploration and Production Business.

Our In-House Training Solutions Team offer a full spectrum of short courses, curricular competency based solutions that can
be customised to your long term and short term business needs.

Types of In-House Programmes offered

FUNDAMENTAL PROGRAMMES
Introduction to Exploration & Production  Drilling Essentials  LNG Fundamentals
Introduction to FPSO  CBM & Shale Gas Technical Fundamentals

TECHNICAL PROGRAMMES
Operations Geology (Level 2)  Basin Analysis (Level 2)  HPHT Well Engineering
Deepwater Well Engineering  Deepwater Well Operations  Well Intervention
Well Integrity Management (Drilling & Production)  HAZOP Assessment & Leadership
HPHT Completions Techniques  Well Operations and Maintenance  Stuck Pipe Prevention & Fishing
Train-the-Trainer: Gas Processing Level 1  Train-the-Trainer: Gas Processing Level 2

MANAGEMENT & SOFTSKILLS PROGRAMMES

Technical Report Writing & Presentation Skills  Writing Standard Operating Procedures
EPCIC Contract Management Techniques  Advanced Budgeting & Forecasting in Oil & Gas
E & P Accounting  Finance for Non-Finance  Leadership & Team Dynamics

“TRAIN-THE-TRAINER” PROGRAMME
The "Train-the-Trainer" program has proven to be one of the most cost effective methods for embedding the process of
delivering and facilitating crucial training programmes within your organisation in terms for sustainable skills and knowledge
development.

“Train the Trainer” programme and its specific deliverables provide in-depth concept knowledge, instructor training, and
facilitation skills. This experience prepares select employees to become internal Program Leaders, licensed to teach
internally. The internal trainer can play a critical role in developing and implementing programs that align the organization
for success.

This programme will be a carefully designed approach for sustainable and effective organisational improvement. The role-
out will reflect the immediate on and on-going challenges faced within your organisation.

CURRICULUM DEVELOPMENT PROGRAMME SERVICES

With the constant changing of business environment and volatile economy, every company, big or small, needs to stay
abreast of the rapidly evolving developments and acquire new competencies in order to stay competitive. Our key pool of
trainers, industry experts and consultants are available to develop a Curriculum Development training programme to help
you attain relevant competencies in the area that is most needed.

To learn more, call us at +65 6741 9927 or email info@[Link].

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 NEGOTIATION SKILLS & TECHNIQUES FOR
ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS

VIRTUAL INSTRUCTOR LED TRAINING (VILT)

petroEDGE® boasts an unrivalled teaching faculty. All of our partners and consultants have extensive management and technology experience coupled with a track
record in delivering high quality courses to professionals in leading oil majors globally. We are members of the esteemed Energy Institute and the CPD Certification Service.
We are also proud to have been inducted as an approved training provider of Institute of Leadership & Management for 4 of our training programmes. Our Lubricants
courses are certified by the International Council for Machinery Lubrication and the United Kingdom Lubricants Association. Our Process Hazard Assessment using the
HAZOP Technique and HAZOP Team Leader Training and Process Safety Engineering courses are accredited by The Institution of Chemical Engineers. We are also recognised
by the Society for Maintenance & Reliability Professionals as an approved provider of continuing education and training aligned with key subject areas related to reliability
and physical asset management. The mark of approval received from these accreditation bodies highlights the confidence given to the quality of our training courses.

The CPD Certification Service helps organisation provide certified CPD and acts as a point of contact for those seeking to obtain certified CPD material.
It supports further learning initiatives being undertaken by Government, professional institutions, trade associations, individual organisations, training
providers, suppliers and so on. For more information, visit [Link].

The Energy Institute (EI) is the professional body for the energy industry, delivery good practice and professionalism across the depth
and breadth of the sector. The purpose of the EI is to develop and disseminate knowledge, skills and good practice towards a safer,
more secure and sustainable energy system.
In fulfilling this purpose, the EI addresses the depth and breadth of energy and the energy system, from upstream and downstream
hydrocarbons and other primary fuels and renewables, to power generation, transmission and distribution to sustainable development, demand side management and
energy efficiency. A Royal Charter membership organisation, the Energy Institute provides a wealth of expertise in energy matters, serving as a home for energy
professionals and a scientific and technical reservoir for industry. It is licensed by the Engineering Council to offer Chartered, Incorporated and Engineering Technician
status to engineers and also by the Science Council and Society for the Environment to offer registration as Chartered Scientist and Chartered Environmentalist. The EI is
an international organisation serving its members in around 80 countries. For more information, visit [Link].

The Institute of Leadership and Management (ILM) is Europe’s foremost leadership and management body. At ILM, we are passionate about the power
of leadership and management to transform people and businesses. We believe that good leadership and management creates effective organisations,
which builds social and economic prosperity. ILM work with organisations in all sectors to help them define, develop and embed the leadership and
management capability they need to succeed. ILM provides qualifications in leadership and management, coaching and mentoring and specialist areas
such as social enterprise. For more information, please visit [Link]
Our programmes approved by ILM are: International Oil & Gas Executive Development Program, Human Competency & Capability Development,
Leadership Team Dynamics in Oil & Gas and Technical Report Writing & Presentation Skill for Oil & Gas Professionals.

The International Council for Machinery Lubrication is a vendor-neutral, not-for-profit organization founded to facilitate growth and development
of machinery lubrication as a technical field of endeavor. Among its various activities, ICML offers skills-based certification testing for individuals in
the fields of machine condition monitoring, lubrication and oil analysis. For more information, visit [Link] Our programme
certified by ICML is Lubricant Analysis and Condition Monitoring.

The UK Lubricants Association (UKLA) actively represents member company’s interests both at home and overseas. Representing the majority
of the UK Lubricants Industry, the UKLA is actively engaged with other trade associations on matters impacting the industry through
participation in consultation, representation and lobbying to UK and European Government and industry authorities. For more information,
visit [Link]. Our programme accredited by UKLA is Lubricants Blending and Quality Assurance.

Founded in 1922, the Institution of Chemical Engineers (IChemE) is a multi-national institution with primary offices in the UK and Australia. We
exist to advance chemical engineering’s contribution for the benefit of society. IChemE members can be found in a wide range of industry
sectors, and at different stages of their careers. They play a key role in our governance and day-to-day operations. IChemE is led by members,
supports members and serves society. For more information, please visit [Link] Our programmes accredited by IChemE are
Process Hazard Assessment using the HAZOP Technique and HAZOP Team Leader Training and Process Safety Engineering.

The Society for Maintenance & Reliability Professionals (SMRP) is a non profit professional society formed by practitioners to
develop and promote excellence in maintenance, reliability and physical asset management while creating leaders in the
profession. For more information, please visit [Link]

PetroEdge is recognised by the Society for Maintenance & Reliability Professionals (SMRP) for the following courses: Maintenance and Reliability Masterclass, Preventive
and Predictive Maintenance, Maintenance Planning, Scheduling & Control, Reliability Centred Maintenance for Oil & Gas, Effective Plant Turnaround Management and
Advanced Turnaround, Shutdown and Outage Management.

Visit us at [Link] or contact us directly at +65 6741 9927 or email to info@[Link] for more information.

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 NEGOTIATION SKILLS & TECHNIQUES FORSKILLS & TECHNIQUES FOR
NEGOTIATION
ENGINEERS & TECHNICAL PROFESSIONALS
ENGINEERS & TECHNICALINPROFESSIONALS
OIL & GAS IN OIL & GAS

R E G I S T R A T I O N
VIRTUAL INSTRUCTOR LED TRAINING (VILT) F O R M
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